You’re a new REALTOR®, congratulations.
Today we’re going to talk about POWER QUESTIONS, what to say.
You need to find yourself asking the POWER QUESTIONS as often as possible. Get super comfortable with this. Hint: the more you ask these, then the more comfortable, natural and effective it will be. Here’s a suggestion … start counting how many times you asked one of the POWER QUESTIONS every day. It’s your job.
You do realize you’re in sales, right?
Pretend that you are the national sales manager of your real estate business (because you are). What does a sales manager do? Well, I’m pretty sure they set the sales targets for their team or division and then hold their team accountable for hitting those targets. Right?
So what is your target? How many buyers and sellers do you need to help this year in order to hit your financial goals? Simple business plan, right? So as the national sales manager of your real estate business, shouldn’t you know if your team is doing the work? Set a target. Keep a tally.
One of the top Realtors in the country … actually, let’s clarify … one of the top under-30 Realtors in the country is Tim Heyl in Austin, TX. He made this very simple when he got started, he called them “nurtures.”
Every day, five days a week he started his day talking to people about real estate. He would not allow himself to consider it a “day worked” (he actually marked this on his calendar) until he had identified 5 nurtures that day. That means he was adding 25 leads to his pipeline every week. Strong leads, weak leads, fast leads, long-term nurture leads … did not matter. Five nurtures usually equaled one appointment. He was being a very good national sales manager of his real estate business.
So, some POWER QUESTIONS that you should be asking all the time (we’ll write another article on this being natural vs. annoying):
POWER QUESTION 1
“Hey, real quick … I wouldn’t be doing my job if I didn’t ask you this question … is there anyone you know who may need my services this year? I appreciate you keeping me in mind. I’ll send you a quick email with my contact information. Are you guys anticipating any real estate needs this year?”
POWER QUESTION 2
“I know you know a number of Realtors. I just want you to know that it is my goal to earn your referrals. Just planting the seed. So what’s the most important thing that you value in a Realtor? While we’re on the topic, are you guys anticipating any real estate needs this year?”
POWER QUESTION 3
“I respect that you know another Realtor [or that your sister is a Realtor or that you like your old Realtor], I’d love to be the second on your list. Not everyone is the right match so keep me in mind. While we’re on the topic, are you guys anticipating any real estate needs this year?”
POWER QUESTION 4
“Is this the only home you have to sell or are there others?”