Page 139 - Academy Mastermind Book
P. 139

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.
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