Requirements For Making “A Sale”

What are the requirements for making a sale? What is “a sale”?

In the time I have been a real estate agent, I spent most of my career kind of winging it. What do I mean by that? I mean, I never really understood the sales process. I also didn’t refine my presentation to be geared around closing the deal at the end.

There are two main components to sales:
1. The selling process
2. The closing process

So many times, I would leave a presentation without a written agreement (listing agreement, buyer broker agreement, etc). And of course, sometimes I still do. However, those times are fewer and fewer because I have identified the requirements to making the sale.

For me, when I “make the sale”, it simply means that I have helped someone make a decision to do business with me. I have convinced them that hiring me is in their best interest.

I don’t do that by constantly “selling” either. I provide the information, I sell my services and what I do and how I do it, but then there is a critical point where the sale must be closed.

Knowing the requirements for getting to that point is critical. If I don’t have these seven things in place, there most likely will not be a sale. There will be a “leave off” point where the potential client will give me the “I’ll get back to you” response.

Requirements For Making The Sale

This is a screenshot of the private/unlisted video which is viewable only on my private training site. The video is 5 minutes long and covers all requirements for making a sale.

I’ll give you one of the requirements.

Sold On The service/Home

Is the potential seller or buyer, sold on what I am discussing with them? You must know this in order to carry out the order (have them sign a listing agreement, sales agreement, etc).

One key question you might ask is, “Have you seen enough to make a decision?” This is a great direct question to ask during your presentation. Once I have covered the key points addressing what they are looking for (key part of the sales process), then I can move to the close.

Good luck!

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Sales Cycle – Creating Urgency

In the sales cycle, you want to be able to increase urgency in order to help someone move to a decision.

In the next 10 phone call you make or contacts overall, this video covers what you need to do today on those next prospecting calls in order to increase odds of moving your sales cycle forward!

This is a screenshot of the video. In order to access, you’ll need to make a one-time purchase of $49.00 (see pay button below) which gives you lifetime access to all sales content.
The Sales Cycle
If you are local here on Long Island and want to talk about joining my team or company, please text or call me at (631)831-9048.
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Incoming Sales Calls: How To Handle Incoming Calls Like A Pro

So you’re on the road and you get a call. It’s a ‘zillow call’ that you’re not prepared for and don’t have information, nor do you have your buyer intake form on you. How do you handle incoming calls like a pro?

No problem!

On my private training site (which you can purchase below), I have it covered. So often we ask the same questions as real estate agents:
“Are you pre-approved?”
“Are you working with an agent?”

Well my incoming call “form” is more of a guide than a form. It’s a conversation and includes proven techniques to increase the callers interest in what you have to offer, even if you don’t have the information.

I constantly have to remind myself that I am a professional salesperson. My job is to serve the consumer or client but my “job” for me – is to sell myself and my services so that I earn peoples business, so that I earn money.

The words lost opportunity in the sales business are deadly and widespread.

My job on any phone call, is to serve the consumer but to also position myself as the person the consumer wants to do business with now and in the future.

The link below is the actual guide for an incoming phone call. And this guide was specifically designed for an incoming cold call from a consumer regarding anything. If it’s one of your own listings, then obviously you might modify steps 7 and 8 and move to step 9 and 10.

This tremendous dialogue is designed again, to control the conversation so that you are positioned as the person with the information the consumer wants. Remember this, people are calling and have only one interest in mind – themselves.

Notice closely on this guide for incoming calls, you do not once talk about yourself until the end and you’re still just giving information. Information is what the consumer wants. A few quick qualifying questions in step 3 gets you to know the caller quickly. Step 4 is great because it creates an introduction to meeting with the caller for an appointment – and not necessarily a showing appointment on the wrong house (over 50% of all incoming sales calls in general, are targeted at the incorrect product/service).

Here’s the link: http://www.private.tommcgiveron.com/wp-content/uploads/2015/10/Incoming-Calls-Buyer.pdf

If the link doesn’t open up, text me at (631)831-9048.

And if you like what you see, don’t forget to purchase access to the entire private training site filled with tons of dialogues, training videos and other goodies.
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Focusing On Client Service

It’s been a while since my last post or video mainly because I’ve been so laser-focused on improving our client services and organizing our team operations.

Part of keeping up with this market (which is taking off right now) requires dedication to the client experience. I’ve also backed off of bangthephones.com mainly because I wanted to hone my skills further before offering more content.

Last year, as a team, we more than doubled our production in units sold and overall gross commission income.

To the consumer, this means basically nothing except – we sell real estate and if you want to sell a home, hiring sales professionals like us is a wise move.

To the agent reading this post, you may be in a place where you’re just not feeling entirely complete as an agent. If you feel you aren’t serving your clients as good as you can feel free to call me direct at (631)468-4867.

I made a decision in the last several months, to put a singular focus on improving how we service our clients.

You can certainly expect new videos coming out very soon as we tackle new topics and cutting edge sales techniques!

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BangThePhones – Tip #17 Powerful Greeting In Sales

I’ll probably do a video on this topic but this is money-in-the-professional-skills-bank.

So often I hear sales people take a phone call or make an outgoing call and they’re so used to handling things the same way they have, that they miss out on the opportunity to give the person on the phone a powerful greeting.

A powerful greeting isn’t being overly excited or loud or boisterous and it’s not about getting information on the caller like, “are you pre-approved for a mortgage”.

Lazy habits create lazy results. I’m so guilty of this as well. Definitely guilty as charged!

So what is a powerful greeting?

There are 3 key components. One of which, I will share here and it’s the basis for the rest of the conversation (and all other conversations thereafter).

Agree.

The first rule of sales is, always agree. Always agree!

Now how does this become part of the power greeting you ask? Simple – when someone calls on a property lets say. It’s your listing, it’s not your listing and it’s a zillow lead, whatever – doesn’t matter.

What is that person looking for? What’s the one thing that person is looking for? What’s the one thing that every single person who calls you is looking for?

If you don’t know the answer to that question, you’re in deep trouble. Call me to find out – (631)831-9048.

Okay so maybe you know the answer or you don’t. Either way, agree!

So I might say to the person, “No problem. I’d be happy to get that information for you.”

Now what did I do there? Did I blurt out the answer to their question. And stop for a second and think about something; If a person is calling you or sending you an email about something in the initial phase of the purchase pathway, why are they calling you or emailing you?

If you don’t know the answer to that vital question, you’ve got to call me. Seriously. (And I’m not going to sell you on anything – I’m a real estate agent I’m too busy to try and sell anything else! lol)

So assuming you don’t know the answer to that question or the previous one, it still doesn’t change the foundation of the power greeting – “Absolutely, I’d love to get that handled for you sir.”

Now of course the next 2 steps are vital to your sales effectiveness.

Fill in the blank here: He who ______ the questions and _____ _____ ________, is in control of the sales process (without taking _______ away from the consumer).

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Untamed Vs. Tamed Agent

When you think of how you go about your day, watch this short video and think about how you approach your tasks, your goals and your results.

Right now, my results are mediocre, in comparison to my goals and my vision.

I try to approach every day with an untamed approach to real estate sales. I don’t want to be in-the-box when I’m working for my clients. I want to be different to a point.

The difference being my attitude and my skills.

The audio is off on this video so I apologize. I’ll have to stick to using the gopro for videos.

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Clarifying What The Skill Of Sales Is and What This Website Is About

I wanted to clarify something that I think may be throwing some people off when they see this site.

First of all, I’m in the business of real estate so that I can provide what I want for my family. So I talk a lot about making money. Some of it’s funny and that’s OKAY.

However, the art of selling and this website and my team and all that I do is about something very serious. It’s about helping people on how to help other people – get to an exchange point or – a sale. Selling is about helping people make a decision…in their favor.

Selling is the art of persuasion for what the other person wants. Read that again and again until you understand it. It’s important.

So I put this video on youtube (while I had a cold so I look under the weather a bit, but go with it) –

It’s all about clarity. Sales isn’t a bunch of one-liners. It is about perfecting a craft like any other so that you can provide a benefit in the exchange process.

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