1 / 0

Buyer Skills Buyer Efficiency Buyer Loyalty!

Buyer Skills Buyer Efficiency Buyer Loyalty!. Rae Wayne. Rae Wayne. Los Angeles, California 7 th Level Agent / Bizzy Blondes Team KW MAPS Coach KWU International Master Faculty. Please complete an evaluation form found in the back of your program guide . Four Common Buyer Myths.

keon
Download Presentation

Buyer Skills Buyer Efficiency Buyer Loyalty!

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Buyer Skills Buyer Efficiency Buyer Loyalty!

    Rae Wayne
  2. Rae Wayne Los Angeles, California 7th Level Agent / Bizzy Blondes Team KW MAPS Coach KWU International Master Faculty Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  3. Please complete an evaluation formfound in the back of your program guide. Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  4. Four Common Buyer Myths Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  5. Myth 1: Buyers are looking for an agent. Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  6. Myth 2: Buyers don’t want to have a Buyer Consultation. Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  7. Myth 3: Buyers aren’t willing to sign a commitment to one agent. Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  8. Myth 4: Buyers are a waste of time. Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  9. Part 1: SKILLS Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  10. 1. Skills Take control by asking good questions Telling is not Selling Your only priority is: SET AN APPOINTMENT! Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  11. Take Control by Asking Good Questions Get their contact information Shon Kokoszka’s “The First Five” Always use a lead sheet Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  12. Telling is not Selling 2 Ears/1 Mouth They are not interested in you He who does the talking … is doing the bonding Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  13. Your Only Priority: Set an Appointment What’s in it for them? Save time Save money Be sure their needs are met Free information; there’s no cost to meet Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  14. Your Only Priority: Set an Appointment Close for the appointment Handle any objections … then close again Know your scripts! Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  15. “Busy agents need scripts even more; scripts are efficient, and busy agents don’t have time to spend hours explaining things.” Brad Korn, KW MAPS Coach The Korn Team, Kansas City, MO Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  16. Part 2: EFFICIENCY Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  17. 2. Efficiency Master your Buyer Consultation Set proper expectations Spend your time with A+ buyers Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  18. Master Your Buyer Consultation Consistent Format Buyer Mastery / Ignite / KWConnect / BOLD Shon Kokoszka’s 20-Point Buyer Presentation Family Reunion Presentation Tue 3:15 Room: W301BC KW Exhange Booth 817 to purchase Practice and Role-play (10,000 hours = Mastery) Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  19. Set Proper Expectations Number of homes you will show What homes are selling for (% of list price) How often you will contact them What to do if they find / wish to see / a property Process of making an offer (deposit check, etc.) High-C Behavioral Styles: Give paperwork in advance Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  20. Spend Your Time with A+ Buyers Ready, Willing and Able Cooperative / Responsive “Buyers who buy … BUY … every step of the way…” Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  21. Part 3: LOYALTY Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  22. 3. Loyalty Know and Understand the Form/Contract What’s in it for them Practice and role-play (10,000 Hours = Mastery) Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  23. Know and Understand the Form/Contract Standard BRE Form Customized Loyalty Agreement Shon Kokoszka Group Coaching Program “Creating Buyer Urgency” Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  24. What’s In It for Them? Why it’s in their best interest Disadvantage of their not signing What your standard is Will you still work with them? Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  25. “When you are valid, there are enough people in this world who will do business your way… no need to worry about those who won’t.” Glenn Neely, KW MAPS Coach Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  26. Practice and Role-play The more we do it, the better we become Record your colleague, your coach, and yourself Time on the task over time Cumulation Effect Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  27. What Is the Path? Coaching KW MAPS Private 1-on-1 Coaching KW MAPS Group Coaching Programs LANGUAGE OF SALES CREATING BUYER URGENCY Training (Local and Regional) Ignite / Buyer Mastery / BOLD Mentorship Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  28. Q & ASession Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  29. For more information on the Buyer Consultation: Visit the KWU booth to preview a copy of the revised and updated Buyer Mastery course! Buyer Mastery High-Level Skills that Maximize the Best Buyer Business Buyer Skills > Buyer Efficiency > Buyer Loyalty!
  30. Thank You! Please complete an evaluation form found in the back of your program guide. To download a free copy of this presentation, GO TO: www.familyreunion.kw.com/downloads
More Related