Phrases That Work: Time vs. Information
1:00 Minute Read.
Does your client struggle with making decisions?
Pulling the trigger to enlist your services can be difficult for many folks. I’ve used this simple phrase and it works nearly every time I’ve tried it. Sometimes a client just needs a little more convincing.
In this business: “If you can list, you can last”
Throughout the listing presentation, I assess how well I'm connecting with my client. When finished, I move into the closing portion of my presentation. From there, it’s easy to get their signatures on the listing agreement.
But sometimes, it’s not.
Often, they’ll say they need more time before deciding. Trust me, they don’t really need more time. They’re just looking for a way to postpone an important decision.
It doesn’t matter how great you and your presentation are. Sometimes folks just struggle to make decisions. So, you need a little something extra in your sales quiver to get them over that bump in the road.
Try this:
“I can sense you’re a little hesitant to move forward with this plan. And that’s completely OK. When I struggle with any decision, I ask myself, ‘Do I need more time or more information in order to make the right choice?’ Sometimes, timing really is the issue. Maybe this isn’t the right time to sell your home. However, based on our conversation, I think you can see this is good timing for you. (If it wasn’t, I wouldn’t recommend it.) So that leaves us with a need for more information. Let’s take a fast walk back through what we discussed already…”
From that point, I bullet point through each main statement and ask if they’re comfortable with it or need more information about each point. Once I know every question they have has been adequately answered, I move back into the closing portion. That usually is enough to seal the deal.
But let’s be honest. Some people are still resistant to sign up with you. That’s when I move into my Columbo Closing. It’s the “Hail Mary” of my repertoire. But, I'll blog on about that another time.
With the summer home-selling season just ahead of us, it’s time to think about maximizing your income potential this year. If you’re an honest, and hard working agent and would like to join a team of other honest and hard working agents, I’d like to talk to you about what we can offer you. Learn more about us by clicking below.
