I’m proud to launch a new email format. I want to make sure I’m giving you value for your time…so my new email format will include useful tips, quotes, strategies and tactics that you can deploy immediately.  Please let me know what you think.  Thanks! -Dale

New format:

Smart Words: Ut est rerum omnium magister usus (experience is the best teacher.) –Julius Caesar  ~ Experience is the best teacher, and the more you experience, the more confident you become.

Smart Tactics: If you’re wondering why your agents are not confident when it comes to reaching out to their leads or past clients or sometimes even those prospects who are ASKING to be contacted (how infuriating), the most common reason is that the agents just don’t know what to say, and they aren’t sure how to approach the lead or prospect. They feel uncomfortable, embarrassed, and reluctant to make a fool of themselves.

You might be thinking “I told them what to say,” “I gave them scripts,” “I even roleplayed the scripts with them!”  Well, welcome to the club. I guarantee you that your agents haven’t really ingrained that little bit of training into their accessible skillset. So when they are in a pressure situation, like calling up a cold lead, reaching out to a prospect, or, especially, when a prospect rejects them…they fold like a house of cards.

They need excellent introductions, a good objection handling process, to be able to express their value to a buyer or seller, and they have to get good at closing for appointments.

Over the next few emails I’ll give you little exercises to do with your agents to quickly take the pulse of their skills (or lack thereof). That way, you will know exactly why they don’t have the confidence to contact or follow up with all those juicy leads you give them.

Smart Offer: If you want a professional trainer to test your agents’ lead conversion skills…click here to find out more about our Appointment Accelerator training (it’s the first step in our training series).

Always get smarter,

-Dale

P.S. Watch for the next email and I’ll give you an exercise you can do to quickly test your agents’ introduction skills.