Smart Words: When the student is ready, the teacher will appear…. – Laozi 4th century BCE

Smart Tactics: Let me first tell you the impact that the best book I’ve ever read had on me. For the first 8 years in real estate, I was operating from the same old school scripts that every broker hands out. The stuff that is recycled from what the old school real estate coaching companies still teach today.

Those scripts were better than nothing, but more often than not they left me confused about what my prospects were thinking and unsure how to convince them to talk to me, meet with me, sign with me, make the right offer, reduce their home price…etc. Because of those poor scripts, I thought sales was like that book, The Art of War. A struggle between the lead and salesperson. Where one person wins and the other loses. I tried to convince, compel, control, and manipulate. I would feel offended or even attacked when a potential lead wouldn’t talk to me, or brushed me off, or decided to work with another agent.

Then I read the best sales book I’ve ever read. It created a fundamental shift for me. It took maybe 12 months, but I was able to take the principles from that book and turn them into an amazingly simple collaborative method for having real estate sales conversations. I exploded my own production, and I was able to then go on to teach others the same methods. I was able to build a sales team where I could get a brand new agent to 50 to 60 transactions in their FIRST 12 months! But for me, the most amazing transformation is that I now have unshakable confidence no matter what prospect or lead I’m talking to. I no longer worry, I know exactly what to say, and even if I mess up…I can get the conversation back on track again because of the people first approach that that book (and countless others since) have helped me develop.

I’m going to drop a key principle from the book that is foundational to our selling system: Principle 8: Try honestly to see things from the other person’s point of view.

Smart Offer: If you or your agents are struggling to set more buyer and seller appointments, you should try our People First Sales System. Jump on our Appointment Masterclass here to learn our revolutionary framework: https://offer.smartsalescoaching.com/appointmentmasterclass

Always get smarter,

-Dale

P.S. If you didn’t read last week’s email about why your leads ghost you…check it out here.