I just touched down in Punta Cana…
Beautiful beaches…
Ocean waves crashing the beach…
Sunny everyday…
Palm trees.
Life is good…
I am spending the next month here with my girlfriend and best friend Vikram and his GF.
And today I wanted to share with you a story of a salesman on the beach.
If you have ever been on vacation or along the beach cities you will know there is always someone that is trying to sell you a vacation package, get you into their gift shop or try to sell you an excursion… And because I am a caucasian male (or what they would call a gringo) they sometimes want to sell you other party favours lol…
I was approached by about 15 different people today as I was taking my walk along the beach… And usually I walk with my airpods in, but today I forgot them.
14 salespeople had the similar approach – “buy my excursion or I got you brother – good stuff or great excursions”…
Those approaches were hit with a consistent “no gracias amigo”…
But then one shined from the rest… Antonio…
Antonio walked up to me and hit me with a sorting question…
“Amigo… English or Spanish”…
I replied… “English my friend”
Easy for me to answer…
Then he started asking me questions.
“Where are you from my friend”
My answer, “Canada man… But I am good – I don’t need anything”…
Antonio, “No worries man, you don’t have to buy anything… But what brings you to Punta Cana”…
The conversation continued with Antonio as I continued to walk and he followed…
He was able to drop my sales resistance and then asked if I had my phone on me and said, “Scan my Whatsapp code – if you need anything while you are here I can help”…
Thinking, well that is easy… For sure I can do that…
Then he asks, “Do me a quick favour and shoot me a text to make sure you have the right info in case you need anything while you are here”
My thoughts…
Wow… This guy just dropped all my sales resistance and did what no one else could do…
He didn’t go for the sale right away… He built rapport, detached himself from the sale and ensured that he had my contact info so he could follow up.
Why am I sharing this with you?
Because I listen to far too many real estate calls where agents ask questions that trigger sales resistance in the prospect. It’s why I think 87% fail in the first 4 years.
Many agents expect to put someone on an automated search drip campaign and that person will choose them when they’re ready. That doesn’t work.
Why?
Well because like my experience on the beach…
Consumers are being hit up by 15 other agents with similar value propositions.
This is why intentional follow up is so important and will literally make or break the sale for you.
This could be as simple as following up with a voice note, loom video, bomb bomb or just a video message via imessage.
Whatever it is… If you want to stand out and be like Antonio and get the sale, you need to think outside the box.
The truth is this… All conversion happens in conversation.
If we want to be like Antonio and have skills like him, we need to get better at having conversations.
We need to stop having surface level conversations and attaching ourselves to the sale.
This is exactly why we run sales and live appointment training for our clients.
To help them understand how to have better conversations
That in order to stand out from the other agents we need to become more intentional with our follow up
To help them understand that in order to win long term we need to detach ourselves from the sale
The issue that a lot of agents face right now is they are unable to even do what Antonio did by starting the conversation… And that is ok… This is why we have inside sales agents that help to open up those conversations and deal with the rejection…
So all you have to do is answer the phone, dig deeper and be intentional with your conversations… Right now we are running a Black Friday offer to help more agents get into a position where they can win and have better conversations, which will lead to more sales headed into 2024. If you want more info about our call center or ISA programs… Let’s chat here – https://sheridanst.io/book-now
CEO at Sheridan St.
The #1 lead generation and appointment setting agency for real estate
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