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Leads to Sales Part 5: Rock your Client Meeting |
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Written by Amber
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Saturday, 06 March 2010 |
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This post isn't about what you should say when you meet up with a lead. Instead, in order to ensure you rock your client meeting I'm going to focus on attitude. How do you make an excellent first impression to ensure a lead will choose you as their agent? First of all, it helps to know the characteristics that a lead finds attractive when meeting with you. Here's what they really want from their agent: - Expertise.
Someone with industry knowledge who can answer questions and get that giant stack of paperwork filled out correctly. - Reassurance.
They want to know that things are being done right and that this huge transaction is going to go smoothly.
The root of demonstrating expertice and providing reassurance is gainging the lead's trust. When you meet a lead, they need to feel that you are indeed an expert and that they can trust you to guide them through the real estate maze. Here's a couple tips to help you exude expertise, reassurance and trustworthiness:- Have the right attitude: arrive to your meeting confident and secure that you can absolutely close this deal and that you are indeed the perfect agent to help the lead. It's easy to sell yourself when you know you're their best option.
- Prepare yourself: have the necessary paperwork and contracts on hand. Bring along useful information like home listings or a comparables report. Also, review information that might be pertinent before your meeting. For example, if the lead said on the phone they wanted a home close to a good school system do some research on the best schools in the area before you meet with them. If you're armed with knowledge it's easy to present yourself as the expert and answer questions confidently.
- Get ready for the speedbumps: mentally prepare yourself to answer question about pricing and exactly what your services include. What are some potentially difficult questions they might ask? What if they try to negotiate prices? Get your answers ready so you don't falter. People always manage to surprise, but being prepared for obstacles lessens their impact.
- Define your goals: what do you want to accomplish in your meeting? Do you want them to sign a contract? Do you want them to agree to a future meeting? Clearly set your goals before the meeting so you know what the end result will be.
- Be in control: now that you know your goals, when you have your meeting, guide the conversation to accomplish what you came to do. Remember that you're the real estate expert and you're meeting with this person because they need your help. They're depending on you and you have the power to control the situation.
- Be attentive: pay attention to what the lead says. This meeting is all about them and how you're going to benefit them. That means be focused on them, keep the conversation revolving around them and listen to what they need. Tailor your sales message to their needs and make them feel special. This is how you can offer reassurance: you need to know about the lead's worries so you can assure them you can handle everything that concerns them.
- Close the deal: don't be afraid to ask for the lead's business. You're having a business meeting and some level of sales and assertiveness is completely expected. Accomplish your goals and convert the lead into a client!
- Follow-up: clearly outline what the next steps are. Will you be following up with information? Another meeting? A phone call? Make sure your new client feels confident working with you by letting them know exactly what will happen next. Knowledge makes people feel secure.
- Be reliable: whatever procedure you outlined in your client meeting, make sure that you follow-up and consistently demonstrate to your client that you are trustworthy. This is very reassuring and will make them feel comfortable working with you.
If you follow these steps you're going to be able to convert that lead into a new client and you'll rock all your client meetings! It's all about attitude. Demonstrate that you're trustworthy, show them your expertise and guide them with reassurance. And once the deal closes? Well, that's our next blog post. Watch for next Friday's final post in the Converting Leads to Sales series: Securing Referrals. Not receiving LeadToRealty pre-screened fresh prospects yet? You can get started by calling us at 1-800-311-7780, x2 or sign up online now.
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