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People Power!

People Power!. Build Relationships!. That’s what it’s ALL ABOUT!. Build Relationships!. Every encounter with you is a plus 1 or a minus 1!. Each and every day we make deposits in the memory banks of those who are around us . -- positive or negative impact with each experience shared.

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People Power!

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  1. People Power!

  2. Build Relationships! That’s what it’s ALL ABOUT!

  3. Build Relationships! Every encounter with you is a plus 1 or a minus 1! Each and every day we make deposits in the memory banks of those who are around us. -- positive or negative impact with each experience shared.

  4. Individual Preferences! • One size fits all marketing and selling practices • No longer works • Success = ability to gain trust and build rapport Gender Behavior Styles Generations

  5. SPEAK THEIR LANGUAGE! …To Build Rapport & Trust Make it about them! Make it about them! Make it about them! Make it about them! Make it about them!

  6. SPEAK THEIR LANGUAGE Delivery of information must be made in a manner that speaks to and connects with the people you are interfacing with… • Generations • Behavior styles • Gender

  7. Tailored Delivery Systems • Manual presentations, packets, handouts • Laptop presentations • Electronic • Emailed info, disks… • Website downloads • Packets, checklists • Internet • Website video presentations • Youtube • Econference using Skype + Freeconferencecall.com • Face-to-face

  8. http://www.realtor.org/about_nar/realtors_property_resource

  9. People Power! It takes all types! Behavior Styles

  10. All Kinds of People

  11. Four People Patterns - Traits

  12. List Makers Analytical • Relies solely on details and facts • Realistic, logical, practical • Number-cruncher • Prefers listening over talking • Very structured, very precise • Systemized… thoroughly prepared • Expects information to be correct • tasks done correctly

  13. Driver/Director • Maintain control • Values bottom-line, pertinent details • Direct, to-the-point • Competitive • Fast paced • Decisive, Quick decisions • Comfortable listening and talking Get ‘R Done!

  14. “NICE” Nurturer/Peacemaker • Dislikes conflict & confrontation • Values being liked • Often holds in thoughts & feelings • Nurturing, supportive • Prefers listening • Works within set parameters…by the book • Prefers conservative approach (afraid to make mistakes)

  15. Party! Expressive • Likes have fun & excitement • Sociable – likes to talk • Usually creative, “idea” person, a visionary • Energetic • Disorganized • Flexible, spontaneous • Doesn’t like details/facts

  16. Services and tools in place to minimize mistakes and increase quality Provide facts & details in writing Graphs, charts, statistics, numbers Make sure your info is accurate and correct Providing Value for the Analytical/Scientist 1

  17. Outline the issues, provide supportive documentation leading to a proper conclusion Provide pros & cons regarding decisions Punctual & organized Give personal space Providing Value for the Analytical/Scientist 1

  18. Have in-depth knowledge of goals & objectives Communicate a plan for reaching those goals Help them maintain feeling of control Keep them informed Give them options Not a lot of extra chit-chat Get to the facts Don’t give too much detail …Pertinent details Providing Value for the Director/Driver 2

  19. Explain how your services/skills will be used to reduce conflict & confrontation Talk about win/win Give warranties or pledge of performance Follow-up, follow through Pleasant, relaxed demeanor No high pressure Allow time for decisions Help them commit Help them feel assured Providing Value for the Nurturer/Amiable 3

  20. Show them how the process will be pleasant, fun and exciting Shield them from the unnecessary details Avoid unnecessary paperwork and remove the boring details Visualize with them Lots of chit-chat, but allow them to dominate the conversation Give an open ear to their ideas Give sincere compliments Providing Value for the Expressive/Entertainer 4

  21. Prospecting for Business Business doesn’t fall from the sky

  22. Sellers… • Know us or know of us • Don’t know us at all 2 different groups…

  23. Your Approach • Where you are in the relationship and process determines the approach/tools you use… No Trust Trust

  24. Conversion to Commitment • Sellers who know you • or know of you No Trust Trust

  25. Conversion to Commitment • Sellers who don’t know you at all No Trust Trust

  26. Commitment Process • Seller-Prospect Lead Generation • Seller Loyalty Commitment

  27. Marketing Plan (add info) • Questions regarding each niche • Plan established for each niche

  28. Direct Response Marketingfor Expireds • Did you review the advertisement and information that was entered into MLS? • Before pricing your home did you review a market trends report? • Before pricing your home, did your agent provide you with absorption rate analysis report regarding the current market supply of listed properties? • Did you agent provide you with calculations regarding the likelihood of your property selling?

  29. Direct Response Marketingfor Expireds • Did you receive regular progress reports? • Were you provided with a customized marketing plan? • Did your agent continuously promote your property in accordance with a written promotion plan? • How often did your agent communicate with you? • Was a written commitment given regarding the services planned by the agent?

  30. Direct Response Marketingfor Expireds • How many photographs did the agent use in MLS and in other marketing venues? • Were you provided with a professional virtual tour? • Was a home protection plan offered during the term of the listing? • Did your agent do an Open House exclusively for the neighbors? • Did your agent send Open House invitations to any “move-up” neighborhoods?

  31. Marketing your Message One Size Doesn’t Fit All

  32. Proactively Differentiate You, Your Company, Your Services

  33. Marketing Strategies… Differentiate yourself! But, How???

  34. NOTby justTELLING them!

  35. By Demonstrating… • Must be evident! • Seen in actions and/or outcomes • Felt in benefits received

  36. Differentiate & Demonstrate! • Create a point of difference! • Self • Services - Benefits

  37. Differentiate, Demonstrate & Communicate ! 2. Communicate! • What TOOLS are you using to communicate the differences?

  38. Create a point of difference SPEAK THEIR LANGUAGE! …To Build Rapport & Trust • Make it about them! • Caring and helpful • Educate and prepare • Speak to their wants, needs and concerns • Solution-Based Service Services Benefits Concerns of TODAY’S market!

  39. SPEAK THEIR LANGUAGE! …To Build Rapport & Trust Provide Not ONLY… • Solution-Based Service Provide… • Solution-Based “Next-Level” Service Woo Hoo!

  40. Next-Level Service? Do you provide… • Your service list, pledge, or guarantee • Same or different?

  41. Benefits from using this parking garage in downtown Denver Next-Level Service • Anything can be improved, enhanced or reinvented. • Want proof? Take a look! Differentiate!

  42. Differentiate… • Idea: insert video clips of normal airline safety announcement. • Then insert a video clip of an unusual safety announcement

  43. Buzzz Time! • What does a seller want and/or need? • From you, the agent • Regarding the property, transaction process, etc. Wants, Needs & Concerns in TODAY’S market Think outside the box!

  44. Buzzz Time! • What are the concerns of today’s sellers? • Aboutyou, the agent • Regarding the property, transaction process, etc. Wants, Needs & Concerns in TODAY’S market Think outside the box!

  45. Buzzz Time! • What does a seller want and/or need? • What are the concerns of today’s sellers? Wants, Needs & Concerns in TODAY’S market Think outside the box!

  46. Buzzz Time! Wants, Needs & Concerns in TODAY’S market

  47. Create a point of difference in TODAY’S market • Seller concerns… Solutions? • Area Market Overview Report • Absorption rates • List to sell prices

  48. Differentiate, Demonstrate & • Communicate ! SPEAK THEIR LANGUAGE!

  49. To communicate your differences! …to sellers… “Next-Level” Service

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