Buyers, Shoppers, Lookers And Dreamers – Save 75% of the Average Time Wasted Taking Out Prospects Instead of Buyers

The Challenge: Astute managers and agents have had no problem refuting any so called benefits of an unqualified “Bring ‘em in, take ‘em out” business philosophy when it comes to Buyers. The current market may have created a temptation or resignation to revert to the old and demoralizing “numbers game” approach in developing and closing Buyer side business. Statistics show that the practice of an unqualified “Bring ‘em in…..” strategy may have an occasional success but more so results in a disappointing return on an agent’s hard work and a major contributing cause to business loss!

The Solution: Starts with a non-derogatory and lighthearted replacement of the much abused word “Buyer” with “Suspect”. The progress from Suspect to Buyer classification consists of a series of spaced “judgment calls” by the agent. Using the strategies, techniques and malleable dialogues of “Conversational Consulting”, an agent can significantly increase his/her success by dedicating time and focusing on only the best Ready, Willing and Able true Buyers! Participants will discover and learn:

• “Conventional Wisdom” and common words and verbiage never to use in the initial conversation with suspected buyers!
• The three “Blink Factor” questions and when to use them to get and keep a “buyers” attention – the agent takes control of the conversation.
• The one statement, question and response which will be the basis for the first judgment call - is a face to face meeting justified?
• The significance, impact and mutual benefit of an in-person “Pre-Purchase Consultation”
• Setting the stage for immediate or future loyalty.
• Consulting techniques for guiding “buyers” into their accepted “Comfort Zone” – needs, wants and abilities.
• Guidelines and criteria for the second judgment call – to show or to incubate.
• Helping “buyers” to author a check list for decisions.
• Which words or statements to use and NEVER to use to prompt a decision. 
• Preventing low-ball offers.
• Guidelines and criteria for the third judgment call – schedule additional showing appointments, incubate or re-evaluate first judgment call