Smart Words: “You never get a second chance to make a first impression” –Oscar Wilde or Will Rogers (depending on who you ask) 

Smart Tactics: Introductions mean everything in lead conversion. Your agents MUST nail down a strong, confident, and efficient introduction for each lead type they work.

We have some best practices for intros…here they are. The lead or prospect is always wanting to know 3 key things when a sales person reaches out to them. They are thinking “who are you, why are you calling me, and what do you want”?

The BEST introductions answer those three questions fast and confidently.  PRO TIP…if you want to really be a sales sniper, you will also match the first word the prospect says when they answer, know that it’s them (meaning don’t ask if it’s the right person), and ask a really pointed question (not the weak questions like “is there anything I can help you with” or “how’s your search going”).

So DO THIS with your agents to test their intros. Randomly grab an agent for a roleplay. Tell them you are a generic website registration, and you haven’t taken any action or responded to any messaging. Tell the agent to “call you” and do their normal intro.

If your reaction to them would be to hang up or shut them down, or if they sound very weak and unsure…you KNOW they aren’t following up with your leads because of a lack of skills

GET THEM TRAINED FAST…best case scenario they are screwing up your leads, worst case scenario…they aren’t even attempting to work your leads because they have no confidence in their own skills.

Smart Offer: We can roleplay with your whole team and have you observe their strengths and weaknesses directly…consider it a “test drive” of our training 😉 Click here to learn more about our Appointment Accelerator Training.

Always get smarter,

-Dale

P.S. Next up in the “why are my agents not confident” series is objections and how to see whether or not your agents have a reliable process to “handle” them.