Page 115 - Academy Mastermind Book

CALLS CALLS

SALE CALL TRUTHS THAT WON’T FAIL YOU QUALIFYING YOUR CLIENTS

This is when you are going to get KEY IINFORMATION about your clients’s needs and
1. Make Sales Process wants.
This is the Who, What, Where, How and When of nding out how it will all work.
2. Make Your intention Who: These are the people involved. Single person but might have a 3rd Baseman or a
friend that is helping them out. Husband and wife relocating due to work. Older
person that lost a loved one and needs to downsized, 2nd Home etc.
3. With Hard Questions It is important to know all the players in the Game!
What: This is when you nd out what brought them to Phoenix. Could be Job
Relocation, 1st Time Home Buyer, Move up Buyer, Live near Family and the list can
4. You can never A sale go on and on. This is important to nd out what is motivating them to Buy.
What: This is the type of home. Single Family, Condo, Land, Mobile Home, Horse
Property etc.
5. Always With the Buyer/Seller You want them to paint a picture of what they want. I always ask them, “If you close
your eyes what do you see?”
Where: Location can be more important than the home itself. They might need to be
6. Buyer Makes A Before you Do near Work, Public Schools or Private Schools, Commercial Airport or Private Airport,
Shopping, Certain Grocery Stores etc.
7. When making calls it’s best to have a mindset. When: Timelines are very important. This is when you will nd out what kind of
timelines you are working with. Could be next 6 months, 45 days or maybe a year out.
Whatever the timeline could be, this is where you can put together an Action Plan for
your client.
8. Time of day is .

9. Price is important all the time. QUALIFYING
(Need a few more qualifying questions here)
I am going to be of cially starting my job at Coulter Cadillac after the rst of
10. Second call is Than The First the year so would de nitely like to nd something before the rst of the year.
Okay gotcha, so if you could close your eyes and picture the perfect home for
yourself, what would that look like?
4 bed plus den, 3 bath, 3 car garage, large backyard, pool & spa mountain
views or open to the desert, family type community with pools, basketball,
walking trails, close to shopping, single level, no more than 30 min away from
work and easy access to freeways.