Exchange of Commitments - Commitment and Belief
by Dirk Zeller
Friday, May 04, 2012
It takes work and my commitment to succeed.
Our job is to demonstrate the level of work and commitment that is necessary in today's market for them to reach their goals. The level of work can increase or decrease based on the marketplace. We must be able to give them an accurate picture of the challenges we will face together in the marketplace.
We can use market data to express the level of work. We can use testimonials, stories about clients, or survey results that demonstrate the lengths at which we are willing to travel for our clients.
Also, let them know that your intent is to go to work right away; that, in fact, you are already working on their behalf right now. We will begin by focusing on their goals, objectives, and the opportunities in the marketplace that align with their goals and objectives.
"I am sure you'll agree that providing all the services we talked about takes hard work, correct? We also agreed that these are the services you are looking for, right?"
I believe that I can help you.
Having conviction and belief is one of the secrets of Champion Agents. A Champion Agent will clearly express to a prospect their belief in their service and value. They will align that belief with telling the client that they can help them better than other agents in the marketplace.
The simple approach to this is doing a summation close by just summing up the key points and key services that they wanted from you and feel are important. Then, once you have confirmed those, simply fill those into a strong conviction statement that you can help them achieve what they want.
"Bob and Mary, you indicated that the three main services you want from me are weekly phone communication, monthly market trend reports, and help with a mortgage originator, is that correct? There isn't a doubt in my mind I can fulfill these desires of yours better than anyone else you could select to work with. Shall we start working together now?"
This statement of belief, linked with a strong close, is the turning point of the presentation. It's the level of confidence and conviction that you exude right here that will either cause them to commit to you easily or cause you to struggle to move them toward your way of thinking and doing business. The first stop is your belief level. They won't believe if you don't.
It matters who represents your interests.
The prospect needs to clearly be reminded of the pitfalls of working with any old agent or even a bad agent. Too many consumers feel they can negotiate for themselves better than a professional agent who truly represents their interests. They think, why not work with the listing agent and work to reduce their fees? We need to put that thought out of their head. We need to demonstrate clearly that it matters who represents their interests.
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