Real estate
Sales Assessment Results
45
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real: your performance is underwhelming, with an average score of 4.5. It's time to step up your game. You’ve shown some understanding of relationship building and transparency, which is great, but the execution is lacking. Your responses often miss the mark due to a lack of specific details, data, and a tailored approach to objections. Instead of broad statements, you need to dive deeper into your prospects' concerns and fears. Asking probing questions can help you uncover valuable insights that would allow you to address their needs more effectively.
You consistently overlook the chance to provide concrete examples and metrics that would strengthen your claims. This is a pattern that needs to change. If you're going to talk about being the best, you better back it up with real data and success stories. Your approach needs to be more consultative and solution-focused, not just a sales pitch.
I suggest you study Solution Selling and Consultative Selling techniques. These will help you refine your ability to uncover customer pain points and tailor your responses to meet their specific needs.
Here’s your coaching moment: remember that every objection is an opportunity. Don’t just state your opinions; dig into the implications of their worries. If you can master the art of asking the right questions and providing tailored solutions, you'll not only build trust but also close more deals. Get to it!
Question Breakdown
1.
2
/ 10Question:
"I'm concerned about the long-term value of this investment given the current market volatility."
Answer:
In my experience real estate is always a solid investment and I won't let you buy something that I can't sell and get your money back. Supply and demand are always increasing the need for housing therefore increasing value
Feedback:
The response lacks a tailored approach to the objection. While it asserts real estate as a solid investment, it does not address the prospect's concern about market volatility with specific data or examples. Additionally, it misses an opportunity to ask questions that could uncover deeper fears or needs related to the investment. This could have built rapport and trust. Instead of merely stating opinions, the salesperson should explore the implications of market conditions and how their services can mitigate risks, making it more solution-focused.
2.
4
/ 10Question:
"How do I know your services will provide better support than what my current agent offers?"
Answer:
I focus on relationship, making sure my customers needs and wants are top priority. I always work to make the deal work best for my client, with a proven track record and zero complaints!
Feedback:
The response highlights the salesperson's focus on relationships and client satisfaction, which is positive. However, it lacks specific details that would differentiate their services from the current agent. It does not directly address the prospect's concern or provide evidence of superior support, such as examples of successful outcomes or specific services offered. Additionally, there is a missed opportunity to ask the prospect about their current agent's offerings, which could provide insights into tailoring a compelling response. Building on this inquiry would demonstrate curiosity and a consultative approach.
3.
3
/ 10Question:
"Can you explain how your properties have been performing compared to your competitors over the last year?"
Answer:
Our properties are the top of the top when it comes to performance, we believe in amazing marketing and getting your property in front of the most people possible....we like to price aggressively so that the house sells for the price you want in the time you want!
Feedback:
The response is overly broad and lacks specific data or comparisons that would directly address the prospect's question about performance relative to competitors. While it mentions marketing and aggressive pricing, it does not provide measurable performance metrics or examples that could substantiate the claim of being the "top of the top." Additionally, the tone could benefit from a more consultative approach, possibly by asking the prospect about their specific performance expectations or concerns, which would demonstrate active listening and curiosity. Overall, a more detailed and data-driven response would strengthen the value proposition.
4.
6
/ 10Question:
"I need clarity on how your pricing structure works—are there hidden costs I should be aware of?"
Answer:
We can review a printed net sheet that breaks down all costs including taxes,title fees, commissions and any debts owed on the property.....everytime we discuss an offer it will be presented in the same format so you know what your bottom line walk away is at all times.
Feedback:
The response effectively addresses the concern by suggesting a printed net sheet that clarifies all costs associated with the transaction, which is a good step towards transparency. However, the answer could be improved by proactively mentioning any common hidden costs upfront, which would instill further confidence in the prospect. Additionally, it misses an opportunity to ask the prospect if they have specific concerns regarding costs or if there's anything else related to pricing they would like to discuss. Engaging with the prospect's specific fears would enhance the clarity and build rapport.
5.
5
/ 10Question:
"With so many stakeholders involved, how can you ensure everyone's priorities are aligned?"
Answer:
It's our job to balance the needs of all parties involved, we are dedicated to honest and transparent communication with all parties. If there is a problem, we find the solution.
Feedback:
The response touches on the importance of communication and problem-solving, which is crucial when dealing with multiple stakeholders. However, it lacks specificity on how the salesperson will practically ensure alignment of priorities. Providing concrete examples of past experiences where they successfully managed diverse interests would strengthen credibility. Additionally, the response could benefit from exploring the prospect's specific concerns regarding stakeholder alignment, engaging them further in the conversation. This would demonstrate active listening and a consultative approach to addressing their needs.
6.
4
/ 10Question:
"What’s your plan if this property doesn't appreciate as expected?"
Answer:
Im the last 6 years of my real estate career I have never sold a property where my client had to bring money to the table.....there are many ways to tackle the challenge of getting it sold when the time comes. But ultimately if we purchase at the right price you should have no issues when wanting to sell.
Feedback:
The response attempts to reassure the prospect by highlighting the salesperson's track record of not having clients bring money to the table, which is a positive aspect. However, it lacks a clear strategy or detailed plan regarding how the salesperson will manage the situation if the property does not appreciate as expected. Providing specific tactics or examples of how they have successfully navigated similar scenarios in the past would strengthen the response. Additionally, the salesperson could ask the prospect about their expectations or fears related to property appreciation, demonstrating active listening and a consultative approach. This would help build rapport and trust while addressing the concern more effectively.
7.
7
/ 10Question:
"I’m worried about the time it takes to close the deal; how can you expedite the process?"
Answer:
Depending on the title work and the type of financing- if it is cash and we request title to rush, we can can get it closed within 30 days with no issue. If there is a bank involved we will have to wait on the title and the appraisal- which we can always request to be rushed as well, this is where good working relationships pay off and we all work to get your deal to the finish line on time!
Feedback:
The response effectively addresses the objection regarding the time it takes to close by outlining specific scenarios (cash vs. bank financing) and emphasizing the ability to expedite the process through good relationships and communication. However, it could be improved by providing more clarity on what steps are taken to ensure that all parties are aligned and working efficiently. Additionally, asking the prospect about their specific timelines and any past experiences with delays could demonstrate active listening and increase engagement. Overall, while the response is informative, a more proactive approach to understanding the prospect's concerns would enhance the effectiveness.
8.
5
/ 10Question:
"Given my team's bandwidth, can you assure me that this will not disrupt our ongoing operations?"
Answer:
Yes, we have the ability to work around whatever is needed from our clients and the ability to be descreet if necessary as to not disturb any current operations.
Feedback:
The response acknowledges the concern about potential disruption, which is a positive start. However, it lacks specific details on how the salesperson plans to ensure minimal impact on ongoing operations. Providing examples of past experiences where they've successfully managed similar situations would enhance credibility. Additionally, the language could benefit from a more professional tone, as there are spelling errors (e.g., "descreet" should be "discreet"). Asking follow-up questions to understand the prospect's specific needs and concerns would demonstrate active listening and create a more collaborative dialogue.
9.
5
/ 10Question:
"How do you handle training and onboarding for new features or properties?"
Answer:
We have a system in place for all our new properties- they receive the same standard of care and dedication to make the best possible listing debut for each property. Our agents are versed in property details and walk through a before showing clients so that they represent all properties in an excellent manor. Our goal is to get the highest price for our clients everytime!
Feedback:
The response provides some insight into the training process, specifically mentioning a system for new properties and the dedication to making strong listings. However, it lacks depth regarding the actual training methods and how onboarding occurs for new features or properties. Details about specific training programs, tools used for onboarding, or ongoing support for agents would enhance credibility and reassurance for the prospect. Additionally, the response does not address potential follow-up questions regarding the effectiveness of this training or how feedback is incorporated. Asking the prospect about their specific training needs or concerns could create a more engaging dialogue and demonstrate a consultative approach.
10.
4
/ 10Question:
"What’s your strategy for ensuring compliance with local regulations as the market changes?"
Answer:
Our team monitors the ever hanging regulations to make sure we stay within guidelines and continue to represent our clients with the most integrity
Feedback:
The response touches on the importance of compliance with local regulations, which is essential in real estate. However, it lacks specific details about how the team monitors these changing regulations. Providing examples of tools or processes used for staying updated on regulatory changes would enhance credibility. Additionally, the phrase "ever hanging regulations" is unclear and could be rephrased for better clarity. Engaging the prospect with a question about their specific regulatory concerns could demonstrate active listening and create a collaborative dialogue. Overall, the response could be more solution-focused and informative.