Debbie de Grotte writes…
Here are “some of my favorite assumptive techniques that you can use at, and prior to a listing appointment.
I want you to think about which of these techniques you can put into practice. Remember, the close doesn’t happen at the end. The close occurs in small steps, ending with them signing the contract, right? Most people like to be led, so lead them.
First, we will start with an assumptive technique to set the appointment.
I don’t want you to use the word “if” anymore. I want you to replace it with the word “when.”
“Mr. Seller, when you list with me.” “Mr. Seller, when we work together.” “Mr. Seller, whenI sell your home.” Not “If you choose me.”
Next, when asking the prequalifying question, you’ll notice, in there, that we have the Convincer Strategy.
“Mr. Seller, how will you know when – I am the right agent for the job for you? How will you make your decision?”
This helps you understand how they get convinced. So, that you can prepare your presentation to address those important points.
The next assumptive tool I love is to say, “You know, Mr. or Mrs. Seller, when we list the home,” – notice I didn’t say “if”, “…when we list the home, I’ll need a key. Could you, if you don’t have a spare, have a key made, and have the key for me in an envelope? Please lay it on the table because ah, I just always seem to forget to ask for it. If you could have that ready for me, that would be terrific. Now also, and this is completely optional, but if you have time and you would be willing, I would love it if you would make a list for me of all the great features and improvements of your home that you would like to have me showcase as I market the home.”
What if they haven’t set the appointment – what if they tell you they’re going to interview? You are still going to ask these questions. Remember, this is all part of that assumptive language. What if they say, “Well, we don’t know if we’re going to choose you yet?”
“You know, that’s fine, you don’t have to put the list together or get the key made, and yet it’s good to be prepared, you’re going to need to have that information pulled together no matter what.”
Next piece, you say it very carefully, and with the right spirit and the right tonality. “You know, Mr. Seller, the reality is you will probably list with me. Because you see, most people do, because I do a very good job. And I get results. So, you know, it’s up to you, but it just might make sense to have that prepared.”
Very gentle but very confident. I don’t want you to use words like “probably” or “maybe” or “possibly”, no, I want you to be the authority in charge and be very assumptive that they’re going to choose you.
Now, you walk in the front door, you’re in the entry, you use our verbal suggestion, you know, “Mr. and Mrs. Seller, I’m so excited to be here, and I’m confident that at the end of our meeting you will be certain you want to choose me for the job of selling your home.”
You are planting that powerful suggestion, because now everything you do, they’re going to be looking to prove that that suggestion is accurate. If you don’t say that, they’re going to be subconsciously looking to rule you out.
As they are taking you through the home, make notes in your phone, write notes down, talk about when we show the home. Again, it’s all part of that very gentle wave, that’s washing over this seller to carry them away to list with you.
Here is another technique I used to do and suggest you do as well. As you are going through and sitting down and getting things set up, and you open your folder- on the inside left of that folder, you have the listing agreement, filled out as much as possible, clipped to that folder, so that as you’re talking with them and things are being discussed, you can use the very assumptive Order, Blank, Close. You start writing notes on there: they want home protection, they don’t want to leave the chandelier, and you just make it very casual. And if they stop you, and say “Hold on, why are you writing those notes? I haven’t said I’m going to list the home?” You can say, “That’s fine, I just like to keep track of everything we discuss. And again, you know – because I sell my listings for top dollar, I do find most people end up listing with me.” And it just makes sense to keep all our notes in one place. Then move on.
When it comes to signing the agreement, you can say to them, “Will you sign the contract? Are you ready to sign the listing?” I don’t really like to put them on the spot to decide. I would just rather assume the decision has been made. So you discuss pricing, you agree upon a price, write it on the listing, and say, “So, Mr. or Mrs. Seller, now that we’ve reviewed everything, now that we’ve agreed upon a price, let me just walk you through” – and I use this word guys,VERY IMPORTANT – “…our very standard” – because that takes the fear out of things, because it is standard – “…our very standard listing agreement.”
“We have this price here, these are the terms, this is what we’re going to do.” Remember, it’s facing them. Make a little mark at the bottom, “I just need you right here,” and then hand them the pen, and wait calmly for them to take it, and to sign the agreement.
As you’re going through the presentation, you could be saying things like, “You know Mr. or Mrs. Seller, when we have offers, would you rather I bring them to you in person, or discuss them over the phone? When would you like to start showing the home? Are there any showing limitations on the schedule? Are you going to require or request an open house?”
You can ask whatever questions you want to ask, that are really leading them, that they’re saying, “Yes I want to show it starting next week, yes I want a lockbox, no I don’t want an open house, yes I’m going to leave the chandelier.” We’re moving them forward to the gentle and final signature on that agreement. See how easy it is.
What I would like you to do is just grab 2 or 3 of these ideas I have given you and test them. If they don’t respond, drop it, move on. To start with you can certainly use our assumptive language. Don’t say “if”, say “when”.
You could certainly ask them to have the key made and to have the feature sheet ready, because that’s just normal. And you could stand in front of the property and take notes; that just shows you care. The other one that is easy to do, is to be making marketing notes to yourself as you’re touring the home.
Remember, let’s lead them to the decision, and let’s be powerful, and let’s be confident!”