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The Secret to Converting Prospects to Clients

  • Posted by Hoss Pratt
  • March 2, 2012 12:52:12 PM MST
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In the time it takes you to read this post, you will be more effective at converting prospects into clients, all because you learned four secrets to getting agreement from anyone in any situation.

In the time it takes you to read this post, you will be more effective at converting prospects into clients, all because you learned four secrets to getting agreement from anyone in any situation.

Now before you start thinking that you’re about to learn mind control or clandestine torture techniques, let me assure you that nothing you are about to learn is illegal, immoral, or fattening.  These are simply the most effective communication techniques you can use to present value in a way that is easily understood and accepted by the listener.

Be Direct—It may sound too simple to be true, but confidence and honesty are an absolutely irresistible combination.  An important note is that cockiness should not be mistaken for confidence; having a super-sized ego will turn people off like nothing else. 

Confidence comes from knowing with certainty that the information you offer is the best information available.  When you know what you are doing, you exude a vibe that tells people that you are the authority on the subject and makes it easy to trust you. 

Honesty means being able to have fierce conversations when necessary and giving the client the whole truth even if it isn’t what they want to hear.  You’ve probably heard of agents who take overpriced listings just to get a sign in a yard (maybe you’ve even been guilty of this) and then struggle to get price reductions when the home doesn’t get showings.

People may want to hear answers that affirm them and make them feel good, but they will respect you and trust you if you are committed to providing accurate data and feedback even when it isn’t the easiest thing to hear. 

Break The Pattern—Do the unexpected when you call your prospects in order to be memorable.  The typical agent phone call might sound something like, “Hi Mr. Seller, this is Andy Agent from ABC Realty, how are you today?”  The seller is automatically placed on guard because they know exactly why you are calling and you have unwittingly stacked the deck against yourself.

Instead, ask a question that requires thought such as, “Hi Mr. Seller, this is Hoss Pratt from XYZ Realty and I noticed your home came up on the MLS as an expired listing.  Why do you think your home didn’t sell?”  It makes them think of an answer to your question and keeps them from going into a defensive mode. 

Dig Deeper—Now that you’ve opened the conversation and got the prospect thinking and talking, make the most of the time you have with them.  Continue to ask open-ended questions that allow them to self-discover their pains.  Learn the reason behind the reason; find out what is important to them and why it’s important.  Uncover the prospect’s top three pains and you are positioned to present a solution that is perfect for their situation and unique needs. 

Voice Control—When you are on the phone, your voice and your words are the only tools you have to facilitate communication.  The person on the other end of the line doesn’t have the benefit of seeing your expressions and body language.  Your posture and expressions have an undeniable impact on your voice though, so be aware of this when you are making your calls.  Sit up straight or stand up when you talk and you will automatically sound more professional, more alert, and more enthusiastic.

Put a mirror over your desk so that you can see what you look like and make adjustments if necessary.  Record your calls so you can listen to them and hear how you sound and learn where you need more practice.

These simple strategies will help you increase your conversion rate regardless of the number of leads you currently generate.  That is the first step to more listings, more closings, and more commissions.  If you are interested in being more effective, efficient, and productive stay tuned to my blog for all the best strategies, tips, and tools for growing your business.

Leave a comment below and let me know your thoughts.  Do you stand up or look in a mirror when you call prospects?  How do you think it affects your conversion? 

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(These are just a few of the tips that I cover in-depth in my coaching and training products.  If you’d like more details about these and other strategies check out www.FREELIVECALLS.com, where you also get my proven lead generation systems, scripts, live prospecting calls with complete transcripts, and more.)

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