“…believe in your message; make your words smile!”
How-to’s and self-help videos and blogs flood the internet, so why read this one? I am Southern born and bred, a lady who understands that pie is to first impressions like tea is to problem-solving. Continue reading “Real Estate Tip #3 – Marketing with P.I.E.”
A career in sales requires high energy, along with logic, imagination and passion. I refer to the later as L.I.P. service! Your perception of opportunities and potential clients fuels your ability to think logically and creatively during any sales process.
Regardless of your daily sales routine, focus on supercharging your brain. Any deficit in your cognitive abilities will affect your sales numbers; that’s a “no brainer”. However, more importantly, a perception problem may cause a processing problem, which can lead to a sales slump and eventually an empty pipeline!
Supercharging your brain is a continuous process. The brain responds to activity AND lack of activity. Our brains are plastic; they adapt to our needs and repetitive activities. Therefore, you CAN teach an old dog new tricks!
Physical and mental exercise bathes the brain in glucose (sugar), which promotes neural connections. Neurons that fire together, wire together. Concentrating on changing the brain’s firing patterns results in changes in logic, imagination, and passion (L.I.P.). Repeated actions (daily sales calls, website updates, and social media entries) and repeated thoughts (visualizing goals, positive mindset, and understanding customer needs) initiate a driving mental force, along with feeding neural pathways and triggering firing patterns.
A supercharged brain stores actions as memories and scripts in the subconscious mind. With repetition, the brain hard-wires the memories in the unconscious mind. Less energy is then needed for daily sales tasks, leaving more brain power to think creatively and sell with passion!
~ Dr. Doscher
Most clients want to see multiple properties, despite forgetting the minute details of one property when going to the next. So, should you only show two or three properties? Preferably not, unless requested by your client.
Science is your friend; remember these statistics and become a top-selling agent!
Your client will remember…
90% of what they saw when they walk through the property with a listing sheet.
50% of what they saw when they discuss the details with someone.
30% of what they saw when you only show the listing on a website or listing sheet.
10% of what they learn when they’ve learned from reading an ad.
5% of what they learn when they’ve learned from listening to you!
Prior to showing property, email your clients the listing sheets and links to property websites of the properties they want to see, in addition to others similar in price, structure, and location. On the day of showings, have extra copies of the listing sheets when showing each property. Next, spend a few minutes discussing each property after viewing. Take the time to take notes on the listing sheets and encourage your client to do the same. After viewing all the preferred listings for that day, spend some time recapping the highlights of each listing. This simple but effective process allows the brain to retrieve, process and encode information for easier recall.
So, what about order? Group the properties and rank them according to your client’s needs and wants in a property. The first few properties will be memorable because of the Primacy Effect and the last property will be most memorable due to the Recency Effect. Unfortunately, the middle listings will suffer the Intermediate Effect and possibly be lost in the shuffle, especially regarding specific details. Obviously, your rankings will be based on your client’s feedback prior to showing the listings. By grouping properties, you can tweak the order of showings if necessary, based on your client’s most recent feedback during the showings.
The technique is simple. Show and tell them what you are going to show them. Show them what you told them you were going to show them. Lastly, Tell them again what you just showed them. Sound familiar? Why reinvent the wheel, this memory technique has been around for ages? Happy house hunting!
~ Michelle Doscher, PhD