Real Estate
Sales Assessment Results
63
Developing Closer
10 questions
Maximum score: 100
Completed in
Your recent performance shows some promising elements, but let’s be real—you’re not quite hitting the mark yet. The strongest techniques you demonstrated lie in acknowledging objections and showing empathy, which are crucial in building rapport with prospects. However, there's a worrying trend of lacking depth in your responses. You often skim the surface of the client's concerns without diving deeper into their specific needs or financial situations. This pattern of missing deeper engagement suggests you’re not fully utilizing consultative techniques, which could elevate your effectiveness immensely.
To step up your game, I recommend you focus on honing your consultative selling and solution-focused selling skills. These will help you engage clients on a deeper level, allowing you to tailor your responses and solutions to their unique situations.
Here’s your coaching moment: remember, selling isn’t just about regurgitating facts or offering a generic solution. It’s about building a connection and truly understanding your client’s perspective. Ask questions, listen actively, and engage in a dialogue that invites collaboration. Transform your approach from just responding to truly relating, and you’ll see a significant shift in your results. Get after it!
Question Breakdown
1.
5
/ 10Question:
"I'm worried about how this monthly payment will fit into my budget with everything else I have going on right now."
Answer:
I wouldn’t be concerned with the monthly payment, especially with the team I have in place. My lender has done over $200M in sales and he has never put anyone in a situation or home with me they can’t afford.
Feedback:
The response does address the concern about affordability, but it lacks a deeper exploration of the prospect's specific financial situation. While mentioning the lender's experience adds credibility, it doesn't directly engage the prospect in a collaborative dialogue about their budget. A more effective approach would include asking questions to understand their financial priorities and possibly providing tailored solutions or alternatives that align with their budget. Additionally, the tone could be more empathetic to better connect with the prospect's worries. Overall, it misses an opportunity for a solution-focused and consultative approach.
2.
3
/ 10Question:
"I like the property, but I need to know what the comps are selling for in this area before I can commit."
Answer:
If you like the property and the area it’s in, as well as the amenities, this purchase is a no brainer.
Feedback:
The response fails to effectively address the prospect's concern about comparables, which is crucial in real estate decisions. While expressing confidence in the property is good, it does not provide the necessary information or data the prospect is seeking. A better approach would include asking questions about their specific needs regarding comps, offering to provide that information, and emphasizing the value of the property in relation to the comps. The tone could have been more collaborative and informative. Overall, this response lacks depth and fails to engage the prospect meaningfully.
3.
6
/ 10Question:
"I've had bad experiences with agents in the past; how can I trust that this process will be different?"
Answer:
Typically bad experiences with agents stems from working with bad agents; and believe me there are plenty of those. My track record and referrals prove that all the clients I work with are attended to, have any questions answered in a timely manner, and have access to me 24/7. If I don’t know the answer to a question or concern you have, I will work diligently in finding that for you.
Feedback:
The response addresses the objection by acknowledging the prospect's past negative experiences, which is a good start. However, it could be enhanced by incorporating a more empathetic tone to build rapport. Instead of solely focusing on the negatives of other agents, it would be beneficial to emphasize the unique value you bring to the process. Adding a personal story or testimonial could help establish trust further. Asking a follow-up question to explore their specific past experiences would demonstrate curiosity and active listening, leading to a more collaborative approach. Overall, the response is somewhat effective but lacks depth and connection.
4.
6
/ 10Question:
"I love this house, but I have other urgent priorities that need my attention first, like my kids' school situation."
Answer:
I understand wanting the best for your children; I am in the same boat with mine. A few months ago my wife and I moved from our first home into the next school district over to make sure our kids were getting the best possible education. This home will put your kids in a phenomenal school district with great staff and a solid statewide reputation with their curriculum. If you’re worried about your kids’ school situation, this is the home we should make a move on.
Feedback:
The response effectively addresses the concern by showing empathy and relating a personal experience, which can help build rapport with the client. However, it could be improved by asking the prospect more questions to explore their priorities and concerns further. A solution-focused approach is somewhat present, but it lacks a clear closing technique to guide the prospect towards a decision. Also, emphasizing the urgency of acting quickly could help alleviate their concerns about missing out on the home. Overall, the response is good but could be more engaging and exploratory.
Score: 6
5.
7
/ 10Question:
"Can you guarantee that the neighborhood will continue to appreciate in value?"
Answer:
There are no such things as guarantees in life, but what I can do is guarantee that over the last 20 years homes in this neighborhood have outpaced the rate of inflation in the real estate market and have over achieved in that aspect. Not only have these homes increased exponentially in value, they don’t last longer than a weekend on market when listed here. Real estate is one of the safest places to park your money if you’re looking on a steady return on investment.
Feedback:
The response effectively addresses the objection by acknowledging the impossibility of guarantees while providing historical context about the neighborhood's appreciation. By referencing a 20-year trend and emphasizing the quick sales of homes, the agent builds a case for value. However, the response could improve by incorporating a consultative approach—perhaps by asking the client about their investment goals or concerns, which would demonstrate active listening and curiosity. A closing technique could also be integrated to help move the conversation toward a decision. Overall, the tone is appropriate for the real estate industry, but more engagement could enhance the connection with the prospect.
6.
7
/ 10Question:
"I'm currently working with another agent; how do I know you can provide a better service?"
Answer:
I’ve worked with that agent in the past, and they are your run of the mill realtor. My services include but are not limited to; around the clock access to me and my entire brokerage, expertise in home valuations and negotiations, and unlimited travel time. I won’t waste your time sending you homes that don’t fit what you’re looking for and I will actively work to ensure a smooth transaction for you. What are some concerns you have with working with agents? What do you value most when looking for a professional to work with?
Feedback:
The response effectively addresses the objection by highlighting specific benefits and services that differentiate you from the competitor. However, the opening remark about the other agent could come off as dismissive or overly critical, which might create defensiveness in the prospect. Instead, a more positive comparison or a focus on your unique strengths without disparaging the other agent would foster a better rapport. The questions asked at the end are excellent for uncovering the prospect's needs, demonstrating curiosity and a collaborative approach. Overall, the communication is clear and relevant to the real estate industry, but the tone could be more tactful.
Closing techniques could be improved by reinforcing the urgency or benefits of working together sooner rather than later.
Overall, it's a solid response but could use a little refinement in tone and closing strategy.
7.
6
/ 10Question:
"This property looks great, but I'm really not sure how it will fit my lifestyle in the long run."
Answer:
The good thing about your long run lifestyle is that we still have a ways to go in getting there. This property has everything you need and MORE for your lifestyle right now. The beauty of it is that whenever you are ready to move on from this home, you’ll be in a great positive equity spot to sell and really level up to that long run plan you have. This place is a stepping stone to get you to the end goal and end home. We want to make sure we make a move on this place because there are a ton of buyers in your same situation looking in this same neighborhood, we don’t want to see them end up taking all the equity you could’ve had
Feedback:
The response attempts to address the concern by focusing on the property's benefits and future equity potential, which is a solid approach in real estate. However, it lacks clear communication and could feel somewhat dismissive of the prospect's long-term lifestyle concerns. Instead of just emphasizing equity and the urgency, it would be beneficial to ask open-ended questions to discover more about the client's specific lifestyle needs and how the property could align with their future goals. While the urgency element is present, the response could have included a more personalized touch, fostering a collaborative approach by acknowledging the prospect's perspective more deeply. Overall, it's a good start, but it needs more engagement and curiosity to truly connect with the client.
Score: 6
8.
7
/ 10Question:
"The market seems really uncertain right now; should I wait until things stabilize before making a purchase?"
Answer:
There is never a perfect time to buy a home. Why do you say the market seems uncertain? Prices have been more stable in the past 6 months than they have the last 3 years, and the best time to start building equity is NOW. You don’t want to end up waiting and catching a mortgage at 7.5% instead of 6%, because then at that point you will be priced out of some homes that you could’ve otherwise afforded had you not waited to pull the trigger and start looking. The best part is, when rates come down and stabilize more, you can always refinance your home and pay less for it than you would have if you waited to purchase. You can always refinance your home, but you can never repurchase it. Meaning the price you get it at is the price you get it at.
Feedback:
While your response contains valuable points about market conditions and the benefits of purchasing now, it lacks a clear engagement with the prospect's concern about uncertainty. You did provide some insightful information regarding current pricing trends and the potential risks of waiting, which aligns with a solution-focused approach. However, it would have been more effective to ask a follow-up question to better understand their perspective on market uncertainty before launching into your points. By doing so, you could demonstrate active listening and curiosity, fostering a more collaborative conversation. Overall, the communication was clear, but the tone could benefit from being a bit more empathetic to the prospect's feelings about the market. A slightly softer approach might help build rapport. Good use of the refinancing point as a closing technique, but remember to prioritize understanding the client's feelings first.
Score: 7
9.
8
/ 10Question:
"What kind of training or support do you offer after the sale? I want to ensure I’m making the right decision."
Answer:
Absolutely, I understand your concern with choosing the right agent for you. I have a wide variety of information that gets sent to your email weekly, and my phone is always available. I will send you different tips on what to do with things like preparing your home for weather changes, decor that is in style at that certain time, and even market conditions and how the market in your area is constantly changing. Is there anything else you were looking for that I could possibly add to my post closing repertoire?
Feedback:
Your response effectively acknowledges the prospect's concern and reassures them about ongoing support, which is crucial in real estate. The use of an open-ended question at the end encourages further dialogue, showing that you value their input and are willing to tailor your support to their needs. However, you could enhance the impact by emphasizing the benefits of this training and support more explicitly, perhaps by mentioning how it can lead to better home maintenance or increase their property's value. A slight refinement in tone to sound more confident and assured would also strengthen your position. Overall, a solid effort!
10.
8
/ 10Question:
"How quickly can we close? I need to know if this aligns with my timeline."
Answer:
We can close as quickly as you, the title company, and lender move together. My transaction coordinator will ensure a smooth and efficient closing as she keeps all involved parties in the loop of what’s going on. How soon were you thinking of closing? I have had closings with mortgages close as fast as two weeks and as slow as 5 weeks depending on the client and how effective they are at submitting documents. If that is too long of a time to close, we may have to look at some different purchasing options that fit what you’re trying to accomplish.
Feedback:
The response effectively addresses the concern about closing time by emphasizing the collaborative effort required among all parties involved. It maintains clear communication and an appropriate tone for the real estate industry, providing a realistic timeframe for closing while inviting further discussion about the prospect's timeline. The inclusion of a question at the end encourages discovery and shows curiosity about the client's needs. However, the response could benefit from a more proactive closing technique or a clearer value proposition about how the transaction coordinator adds efficiency to the process. Overall, it demonstrates a solution-focused and collaborative approach, though it could be tightened up to emphasize the agent's expertise more clearly.
Score: 8