Real Estate
Sales Assessment Results
50
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real here: your performance is hovering in the danger zone, and that average score of 5 is a wake-up call. The good news? You have some solid intentions and a few sparks of curiosity in your responses, but that's not enough to win over prospects. Your strongest technique appears to be curiosity-driven engagement, where you occasionally invite prospects to share their experiences. However, it feels like a tease without the follow-through.
There are consistent patterns of missed opportunities to build trust and rapport, often because your responses lack depth and specificity. When prospects express concerns, they need to feel understood and reassured, and right now, you’re falling short. Instead of dismissing their worries or being vague, lean into those concerns with concrete data and personal insights. You’re in a relationship-driven business, and it’s time to act like it.
To elevate your game, I suggest diving deeper into Value Selling and the AIDA Model. Understanding how to articulate value and guide prospects through their decision-making process will be key to your success.
Remember, selling isn't just about closing deals; it's about creating connections. Think of each interaction as a chance to build a relationship rather than just a transaction. Your coaching moment? Always remember that every prospect has a story, and your job is to help them feel heard, valued, and understood. Get out there and turn that average into extraordinary!
Question Breakdown
1.
2
/ 10Question:
"I'm concerned that the properties I'm interested in won't hold their value in the current market."
Answer:
The current market does not dictate the property holding its current value. The micro market the property is in will.
Feedback:
The response lacks depth and does not effectively address the prospect's concern about property value. It fails to provide reassurance or specific insights about how the micro market can positively impact value retention. Additionally, it lacks engagement; asking the prospect about their specific concerns or the areas they are interested in could have demonstrated curiosity and active listening. Overall, the tone is somewhat dismissive and does not build rapport or trust. A more thorough exploration of market trends or examples of successful investments in similar micro markets would enhance the value exploration aspect.
2.
5
/ 10Question:
"How will you ensure that the closing process won't be delayed?"
Answer:
We get that question often, the answer is our team and partners are dedicated to offering a seamless closing process. That is one of our focal points that satisfies our clients. We are partnered with Old Republic Title company who is a leading Title Company who has not let us down. Our partnered investors are very responsive, we keep them updated and they keep us updated. With great team work on the title side and our investor holding strong community it assures our closing process stays on track.
Feedback:
The response provides some reassurance by mentioning a partnership with Old Republic Title Company and emphasizes the team's dedication to a seamless closing process. However, it lacks specific details on how delays are actively prevented, which could strengthen the response. Additionally, the answer could be more engaging by inviting the prospect to share any past experiences with delays or specific concerns they have. A more collaborative approach would enhance rapport and trust. Overall, while the response is somewhat informative, it could better address the prospect's concerns through clearer communication and exploration of value.
3.
6
/ 10Question:
"I've seen similar homes listed for significantly less; why should I choose yours?"
Answer:
Would you mind sharing with me those similar homes you talk about? We have had this same question asked before, the first thing we will ask for is if we can see photos of those similar homes. I can share with you that last time we were asked this question the “similar homes” were in a rougher area with no backyard. Properties can seam as if they are similar when looking at the house itself. When it comes to buying a home you will live in for the years to come, the neighborhood is very important. Here we have this property in a peaceful, accommodating neighborhood where most neighbors have been living here for a very long time. They love all the great big trees surrounding the neighborhood, the great big backyards this specific neighborhood has to offer.
Feedback:
The response starts well by inviting the prospect to share details about the similar homes, demonstrating curiosity and engagement. However, it could be improved by acknowledging the prospect's concern more directly and providing a stronger value proposition for your property. While the focus on the neighborhood is a good strategy, it would be more effective if it included specific comparisons or unique features of your property that justify the price difference, such as recent upgrades or amenities. Additionally, be careful with phrasing like "seem as if they are similar," as it can come off as dismissive. Overall, this response could benefit from more persuasive elements that clearly outline why your property is the better choice.
4.
6
/ 10Question:
"What happens if I don't find a suitable property by the end of this month?"
Answer:
We understand that time can be extremely important in some cases like a lease ending soon, an important event coming up. Is there anything like that we should know? We will do our absolute best to get you in that suitable home you and your family will enjoy for the years to come. We can make that shift in our game plan to put a deadline to that happening if you need to be in the home by a certain date. I do want you and the family to be completely satisfied, if there is not a specific deadline you have it could be worth us going past this month if needed to find the right place.
Feedback:
The response begins well by acknowledging the importance of timing and inviting the prospect to share any specific deadlines or pressing needs. This demonstrates curiosity and an understanding of the prospect's situation. However, the answer could be more proactive in offering reassurance about the search process beyond this month. Providing clear next steps or strategies on how you plan to assist them further would strengthen the response. Additionally, emphasizing your commitment to finding a suitable home can enhance trust and rapport. Overall, while the response is decent, it lacks a strong sense of urgency and clarity on what to expect next, which is crucial in real estate transactions.
5.
6
/ 10Question:
"Can you guarantee that the homes you're showing me are the best value in this area?"
Answer:
Could I ask, what is of best value to you? There are variables that will make a home valuable because of major or minor things we are specifically looking for when shopping for the home you will live in. We’ve had clients go with the house that had that special tree in the front yard they were looking for, or the house on the corner with the side entrance they needed to have. What I can guarantee you is that we will find what is most valuable to you.
Feedback:
The response starts well by asking the prospect about their definition of "best value," which shows curiosity and a desire to understand their unique preferences. However, it misses an opportunity to clearly address the question of guaranteeing the homes' value in the area. The examples provided are helpful in showing an understanding of personal value but lack any direct comparison or data to support the claim that the homes being shown are the best value. To improve, the response should include specific market insights, comparisons to other properties, or data that demonstrate why the homes offered represent the best value. Additionally, a stronger commitment to the prospect's needs and assurance regarding market trends could enhance the overall effectiveness of the response. Overall, while the intention to align with the prospect's needs is good, it needs to be backed by more concrete value propositions.
6.
4
/ 10Question:
"I'm worried about the reliability of the inspection process you recommend."
Answer:
We understand that you’ve allowed us to recommend the inspection process for us to follow, we appreciate that from you. It is the same process we have successfully followed with dozens of previous satisfied clients. It has worked great which is why we are confident enough in always recommending this specific process 100% of the time.
Feedback:
The response acknowledges the prospect's concern about the reliability of the inspection process, which is a good start. However, it lacks specific details about what makes the inspection process reliable and why it has been successful for previous clients. Providing examples of successful inspections or testimonials from satisfied clients could enhance credibility. Additionally, the phrase "always recommending this specific process 100% of the time" may come off as overly confident without backing up the claim with data or specific successes. A more detailed explanation of the inspection process, what it entails, and how it addresses potential issues would greatly improve the response. Overall, while the intention to reassure is clear, the lack of concrete evidence and detail diminishes the effectiveness of the answer.
7.
5
/ 10Question:
"How do you ensure that I won't face any hidden fees during the purchase?"
Answer:
It’s always good to ask, we are only a few who will not hid fees from you. I can show you how to assure you are not faced with hidden fees. What we will do is add it on the contract specifically stating we will not charge any additional fees. The contract will always be your best assurance you don’t get hit with additional fees.
Feedback:
The response starts positively by acknowledging the prospect's concern about hidden fees, which is a good practice in building rapport. However, the phrasing contains several errors, such as "hid" instead of "hide," which detracts from professionalism. While mentioning the contract as a safeguard against hidden fees is a strong point, it would be more effective if you provided additional context, such as examples of what fees may be included or how they are typically disclosed. A clearer explanation of the transparency process in your dealings could enhance trust. Furthermore, inviting questions or concerns from the prospect could foster a more collaborative approach, leading to a better understanding of their specific worries. Overall, while the intention to reassure is evident, the execution lacks clarity and thoroughness.
8.
5
/ 10Question:
"I'm not sure if I can trust this market; how can you help me feel secure in my decision?"
Answer:
It’s important for us to look at data to answer your question. After all we do care about you being confident buying in this current market. What I will do is show you a current graph of the real estate market in our area.
Feedback:
The response acknowledges the prospect's concern about trust in the market, which is a positive start. However, it could benefit from a more robust approach. Simply stating that you'll show a graph may not be enough to reassure the prospect; consider elaborating on the data, such as recent trends, buyer demand, or stability indicators that confirm the market's reliability. Including personal insights or testimonials regarding successful transactions in the current market can also enhance credibility. Engaging the prospect by asking about their specific concerns or previous experiences with the market would foster a more collaborative atmosphere, ultimately building trust. Overall, while the intention is clear, the execution lacks depth and engagement to fully address the prospect's need for security.
9.
5
/ 10Question:
"How will you support me after the sale if issues arise with the property?"
Answer:
It was great working with you, I’m glad you trust us with any further issues or concerns. You are always welcome to contact us about anything Real Estate related. We have trusted professionals in most aspects of properties like home repairs, home insurance agents, or whatever it be we will are here to support you with any issues that you could have. We have been able to assist with connecting our clients to trusted professionals that can take care of any other issues even outside of our expertise.
Feedback:
The response opens positively by acknowledging the relationship established during the sale, which helps build rapport. However, it lacks specificity regarding the types of support available after the sale. While mentioning trusted professionals is a good point, providing specific examples of how you can assist in potential scenarios (e.g., repairs, maintenance, or warranty issues) would enhance clarity and credibility. Additionally, the phrasing "whatever it be we will are here to support you" contains grammatical errors that detract from professionalism. Overall, while the intent to provide support is clear, the execution could benefit from greater specificity and refinement.
10.
6
/ 10Question:
"What if my loan application gets denied after we've already started the process?"
Answer:
You’re looking ahead which is awesome, what we will do in that case is connect you with our trusted loan officer Ruben who we have successfully worked with in the past to get us back on track. I do want you to know that you would not be penalized or denied our service, it happens more often than you might think. We are here to do what it takes to get you in a great home.
Feedback:
The response begins positively by recognizing the prospect's foresight and proactively offering a solution by connecting them with a trusted loan officer. This demonstrates a collaborative approach, which is commendable. However, it would benefit from more specificity regarding how Ruben has successfully helped past clients and what steps will be taken to mitigate the risk of loan denial. Additionally, clarifying any additional support or resources available during the loan application process could further reassure the prospect. The phrase "you would not be penalized or denied our service" could be rephrased for clarity and professionalism, as it may mislead the prospect into thinking there are no consequences to a denied loan application. Overall, while the intent to provide reassurance and support is clear, the execution could be bolstered by more detail and stronger communication.