Realtor
Sales Assessment Results
45
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real—it’s time to step up your game. Averaging a score of 4.5 isn’t going to cut it if you want to thrive in sales. You’ve shown some glimmers of potential, especially when you mentioned the Comparative Market Analysis and the willingness to align with the prospect's long-term goals. But let’s be honest, there’s a consistent pattern of lacking depth in your engagement. Too often, you’re just skimming the surface and missing opportunities to explore your prospects’ needs and concerns more thoroughly. Your responses feel dismissive at times, and that’s a killer in building rapport.
To turn this around, you should dive deeper into the Challenger Sale and consultative selling techniques. Don’t just present solutions; challenge your prospects to think differently and ask probing questions that get to the heart of their concerns. This will not only help you tailor your approach but also build trust and connection.
Here’s your coaching moment: remember that sales isn’t just about transaction; it’s about transformation. Your prospects are looking for someone who can guide them through their fears and uncertainties—not someone who just provides surface-level answers. Dig in, ask the right questions, and engage with empathy and curiosity. If you can do that, you’ll not only improve your scores but also create lasting relationships that lead to sales success.
Question Breakdown
1.
4
/ 10Question:
"I'm concerned about the reliability of the properties in this market; how can I be sure they will hold their value?"
Answer:
I understand your concern. However real estate is a long term game. As long as you plan on holding for 5 years or longer you will be profitable
Feedback:
The response acknowledges the concern but lacks depth and does not effectively address the reliability of properties in the current market. It would benefit from providing data or examples to support the claim of long-term profitability and addressing specific market conditions that may impact property values. Additionally, it misses the opportunity to ask follow-up questions to uncover more about the prospect's concerns or preferences, which could help in tailoring a more personalized response. Overall, it feels a bit dismissive of the valid concern raised. A stronger approach would involve exploring the implications of market fluctuations and offering reassurance through evidence or expert insights.
Score: 4
2.
6
/ 10Question:
"I appreciate the options, but what kind of post-purchase support can I expect if issues arise?"
Answer:
Our customer service that you have known to grow and love does not stop at the closing table. We are here for the long haul
Feedback:
The response does a decent job of addressing the concern regarding post-purchase support by emphasizing ongoing customer service. However, it lacks specificity about the types of support offered, which could enhance the prospect's confidence. The tone is friendly but could be more professional to resonate better with the real estate context. There is no clear closing technique employed, and it misses an opportunity to further explore the prospect's specific needs or concerns. Asking a follow-up question about their expectations for support could foster curiosity and discovery, making the conversation more collaborative. Overall, while it conveys a commitment to customer service, it could benefit from more detail and engagement.
3.
2
/ 10Question:
"With so many stakeholders involved in our decision, how do you propose we navigate that complexity?"
Answer:
Keep it simple. Write things down. Make a list of pros and cons etc
Feedback:
The response lacks depth and does not effectively address the complexity of the situation. While keeping it simple is a valid approach, it does not provide a strategy for engaging with multiple stakeholders or understanding their individual concerns and priorities. A more effective response could include asking questions to uncover the specific stakeholders involved and their roles, suggesting a collaborative meeting to discuss the decision, or offering to facilitate communication among them. Additionally, the tone is somewhat dismissive of the real challenge at hand. Overall, there was no clear closing technique or exploration of value in this context, leading to a missed opportunity for rapport building.
Score: 2/10.
4.
6
/ 10Question:
"Have you compared these properties to alternatives in the area to justify their value?"
Answer:
We have ran a CMA and it is attached to this email. This shows you the average price per sqft for what homes have sold for in the last 90 days and does indeed justify their value
Feedback:
The response does a decent job of addressing the objection by mentioning a Comparative Market Analysis (CMA), which is relevant and valuable in real estate. However, it lacks engagement and personal touch; it would have been more effective to invite the prospect to discuss the CMA further or ask if they have specific alternatives in mind that they want to compare. This would show curiosity and a collaborative approach. Also, the tone could be warmer to build rapport. Overall, the response is functional but not particularly engaging or thorough in exploring the prospect's perspective.
5.
6
/ 10Question:
"The process seems a bit lengthy; can you assure me it won’t disrupt my current commitments?"
Answer:
When you work with our team, you are working with trusted professionals with years of experience. Our team will make this an easy process for you so you can stay focused on your current commitments
Feedback:
The response addresses the objection by emphasizing the professionalism and experience of the team, suggesting that they will handle the process efficiently. However, it lacks specific details about how the process will be streamlined or what steps will be taken to minimize disruption, which would have added more assurance. The tone is appropriate, but the response could benefit from a more explicit closing technique to encourage further engagement, such as asking if they have specific commitments that need consideration. Overall, it shows a solution-focused approach but misses the opportunity for deeper inquiry into the prospect's specific concerns.
Score: 6
6.
4
/ 10Question:
"Given the current economic climate, is now really the best time to invest in luxury real estate?"
Answer:
Yes. Luxury real estate in our market holds its value extremely well. Studies have shown that people in luxury economic class do you not react to the economy.
Feedback:
The response does address the concern by highlighting that luxury real estate tends to hold its value well, which is crucial in a fluctuating economy. However, it lacks depth and does not engage the prospect with any questions or invite further discussion. A more effective response could include statistics or examples of past economic downturns where luxury properties remained stable, as well as asking the prospect about their specific concerns or financial goals. The tone could also be more empathetic, acknowledging the prospect’s worries about the economic climate. Overall, it misses a collaborative approach and could explore the value of investing further.
Score: 4
7.
5
/ 10Question:
"I'm hesitant to make a commitment without knowing how this aligns with my long-term business goals."
Answer:
Let’s take the time to do our diligence to confirm it does align with your long term business goals.
Feedback:
The response shows a willingness to take the time to ensure alignment with the prospect's long-term goals, which is a positive approach. However, it lacks depth in addressing the concern. The response could be improved by asking more specific questions to uncover the prospect's goals and concerns in detail, thus demonstrating curiosity and discovery. A stronger closing technique could also be employed to encourage the prospect to take the next step, such as suggesting a follow-up meeting to discuss their goals further. Overall, while the tone is appropriate, the lack of engagement and exploratory questioning limits the effectiveness of the response.
8.
6
/ 10Question:
"The features you mentioned are great, but I'm worried they won't meet all my customization needs."
Answer:
I think it’s best for us to take a look in person and see if there is room for any construction that could be completed to meet your customization needs.
Feedback:
The response addresses the concern about customization by suggesting an in-person meeting to evaluate potential solutions. However, it lacks a bit in terms of clear communication and a solution-focused approach. It would have been more effective to first acknowledge the prospect's worry and then offer a tailored solution, perhaps by asking about specific customization needs they have in mind. Additionally, engaging with a question about their vision for customization would show curiosity and active listening. Overall, while the suggestion to meet in person is a good step, it could benefit from more exploration of the prospect's specific needs and a stronger collaborative tone.
9.
2
/ 10Question:
"What if I need more time to think this over? Can you help me with that?"
Answer:
I will buy you as much time as possible.
Feedback:
The response does not effectively address the prospect's concern about needing more time to think things over. Instead of acknowledging their request and providing reassurance, it seems to downplay their need for contemplation. A more effective approach would be to validate their feelings, suggest a follow-up timeframe, and ask if there are specific concerns or questions that could help them make a decision. Additionally, a good closing technique could involve setting a specific time for a follow-up call to continue the conversation. Overall, the communication lacks clarity and fails to engage the prospect meaningfully.
To improve, consider incorporating a more solution-focused approach and demonstrating curiosity about their decision-making process.
10.
4
/ 10Question:
"I'm currently tied into a contract with my existing realtor; how would switching to you benefit me?"
Answer:
I understand you are working with another Realtor. It is important to note that this happens all the time. And we are happy to be the ones who notify your previous realtor of the switch.
Switching to our team will help you achieve your goals as quickly as possible.
Feedback:
The response acknowledges the prospect's concern about being tied into a contract, which is a good start. However, it lacks depth in addressing the benefits of switching and does not provide specific reasons or value propositions that would entice the prospect to consider making a change. The mention of notifying the previous realtor feels dismissive rather than supportive. A more effective approach would include asking questions to explore the prospect's current experience, pain points, and how your services could uniquely address their needs, thus building rapport and demonstrating empathy. Overall, the response could benefit from a more solution-focused approach and clearer communication of the value you offer.
Score: 4