Page 138 - Academy Mastermind Book
P. 138
APPOINTMENTS/ APPOINTMENTS/
SHOWINGS SHOWINGS
GAME PLAN (PREP BEFORE SHOWING) PRESENTATION OF SELF
Neighborhood (Cont.) APPEARANCE WHEN MEETING
WITH A CLIENT FOR THE FIRST TIME
• Remember that you are selling a lifestyle, not just a home
Women: Job Interview look -No Selling Sunset - No workout attire - Hair - Modest
• Know park locations, community or city pools, cultural center's
Make-up - Team shirt (Who is your audience) Tattoos - Be Careful
• How close to schools, freeways and shopping
Men: Job interview look - Clean Shaven - Beard trimmed - shirt no stains - Clean shoes
• Ask them what they like to eat and suggest a few favorite restaurants (Stop wearing those beat up work boots) Team Shirt or Brokerage shirt
Know your Market (Who is your audience) Tattoos - Be careful
• Tour New home subdivisions
• Tour homes in your preferred neighborhood POSITIVE ENERGY
• Hold open houses
Upbeat, Happy, Friendly, Have positive things to say (No one wants to hear your
• Tour open houses Problems)
• Go on HomeSmart home tours
Remember - You never know what your client is thinking or how they react when they
rst meet you. You only have seconds to make that rst impression last for a lifetime.
Home Tid Bits
• Change your air lter with each electric bill – HVAC Service once a year VOICE
• Grass needs to be seeded twice a year
• Drain water heater every 6 months to prolong it's life In Person: Speak clearly, speak directly to client, have voice in ection, smile when
speaking. NO monotone voice, a happy voice not humdrum and MOST important EYE
• Adjust automatic water timer with season changes CONTACT!!!
• Where’s the water/gas cut off valve in case of emergency
Don’t Forget! CONVERSATIONS
• Give out your buyer guide — Email or text them the link Think about the Scenario - Cater the conversation around Buyer/Seller (Buckets)
• Do not forget to talk about the Buyer Advisory
• Questions related to the scenario they are experiencing (Buckets)
• Talk about the steps in the Home buying process
• Listen to clients answers to form new questions
• Rating Game 1 – 5
• Form "Game Plan"
• Recap and Buy-In from clients.
