Real Estate
Sales Assessment Results
28
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real here—you’re not knocking it out of the park. With an average score of 2.8, it’s clear you’re hitting more bricks than targets. Your responses are vague and lack the depth needed to truly engage with prospects. Instead of just skimming the surface, you need to dive deeper into their concerns. Curiosity and active listening should be your best friends right now. Ask clarifying questions that get to the heart of their investment strategy, and share relevant examples that illustrate how your offerings can seamlessly fit into their plans. It’s about building trust and credibility, not just tossing out generic suggestions.
One consistent pattern in your responses is a failure to engage meaningfully with objections. You’re often missing the opportunity to empathize and create a dialogue that speaks to the prospect’s specific fears or concerns. Instead of saying, "I’ll do everything I can," you should be outlining clear actions and sharing past successes to build confidence.
To improve, I suggest focusing on Solution Selling and Consultative Selling. These techniques will help you identify and tailor solutions to address specific pain points while establishing a more collaborative relationship with prospects.
Here’s your coaching moment: Selling isn’t just about talking; it’s about listening and responding in ways that resonate with your prospects. Stop being vague and start being the expert they need. Get curious, ask insightful questions, and show them that you understand their unique challenges. You’ve got this!
Question Breakdown
1.
0
/ 10Question:
"We're concerned about how this new property will fit into our current investment strategy, especially with our existing commitments."
Answer:
Let's analyze the details
Feedback:
The response is vague and lacks depth. It does not directly address the prospect's concern about the property fitting into their investment strategy. Instead of merely suggesting to "analyze the details," you should ask clarifying questions to understand their current investment strategy and specific commitments better. This demonstrates curiosity, active listening, and a solution-focused approach. Additionally, offering insights or examples of how similar properties have successfully integrated into investment strategies would enhance credibility. Overall, the response fails to engage meaningfully with the prospect's objection.
2.
2
/ 10Question:
"I've seen similar properties listed at lower prices; what makes yours worth the difference?"
Answer:
Let's compare the properties you've seen with this one
Feedback:
The response lacks depth and specificity. Instead of simply suggesting to compare properties, you should highlight the unique value propositions of your property. This could include features, advantages, or returns on investment that justify the higher price. Asking the prospect about the specific properties and their features would demonstrate active listening and curiosity, allowing you to directly address their concerns. Overall, the response does not effectively engage with the objection or convey the value of your offering.
3.
2
/ 10Question:
"Our team is divided on this; how can you ensure all stakeholders see the value in this option?"
Answer:
Let's review the facts of the offer
Feedback:
The response lacks engagement and does not address the prospect's concern about the division among stakeholders. Simply suggesting to "review the facts of the offer" does not facilitate a collaborative discussion. Instead, you should ask questions to understand the differing viewpoints among stakeholders and what specific value they are looking for. This approach would demonstrate active listening and curiosity, allowing you to tailor your response to meet their needs. Additionally, offering examples or strategies on how you have helped other teams align on value could enhance your credibility. Overall, the response fails to effectively address the objection.
4.
3
/ 10Question:
"We have a tight timeline for closing; can you guarantee a smooth transition without delays?"
Answer:
I will do everything possible to assure closing goes smoothly. That's why I recommend trusted professionals that always perform as promised!
Feedback:
The response lacks specificity and does not directly address the prospect's concern about their tight timeline for closing. Simply stating that you will do everything possible is vague and does not provide the prospect with confidence. Instead, you should outline a clear plan or process that demonstrates how you will ensure a smooth transition. Additionally, it would be beneficial to discuss past experiences where you've successfully managed tight timelines, as this would build credibility and trust. Overall, the response fails to effectively engage with the objection and provide a solution-focused approach.
5.
3
/ 10Question:
"Given our past experiences, how do we know this won't be another failed investment?"
Answer:
We have reviewed the potential for this property and the factual data available to provide you with a confident investment on this property.
Feedback:
The response attempts to address the concern about past investment failures but lacks a specific focus on the prospect's experiences. Merely stating that you have reviewed data is insufficient; you should directly acknowledge their past concerns and explain how this investment is different, perhaps by providing examples of successful outcomes with similar properties. Additionally, asking the prospect to share their previous experiences could demonstrate empathy and curiosity, allowing you to tailor your response more effectively. Overall, the answer is too vague and does not build the necessary trust to alleviate their concerns.
6.
3
/ 10Question:
"I've been hearing mixed reviews about your support services; how will you address our concerns if issues arise?"
Answer:
You can reach me by phone, text or email if you have any issues and I will personally take care of them.
Feedback:
The response shows willingness to help, but it lacks depth and does not specifically address the mixed reviews about support services. Instead of just providing contact methods, you should acknowledge the concerns raised by the prospect regarding the reviews, and offer specific examples of how you have successfully resolved similar issues in the past. This would demonstrate empathy and enhance your credibility. Additionally, sharing information about your support team's structure and any guarantees you offer can reassure the prospect about the quality of service they will receive. Overall, the response is too vague and does not effectively engage with the objection.
7.
4
/ 10Question:
"What are the potential hidden costs we might incur after the purchase?"
Answer:
There are several, since the purchase price is higher than the assessed value your taxes will go up. Utilities can vary based on usage. Other factors could be your expenses depending on how you choose to furnish the home. Set a budget for those and stick to it.
Feedback:
The response does address some potential hidden costs, such as increased taxes and variability in utility costs. However, it lacks depth and fails to comprehensively explore all possible hidden costs associated with the purchase. Additionally, simply advising the prospect to set a budget does not provide a proactive solution to their concern. A more effective approach would include specifying other hidden costs, such as maintenance fees, insurance, or potential renovations. Furthermore, you should engage the prospect by asking if they have specific concerns about hidden costs or if they've faced unexpected expenses in previous investments. This demonstrates curiosity and active listening, building rapport and trust.
Overall, while the response touches on relevant points, it falls short of fully addressing the prospect’s concerns or offering a complete picture of potential hidden costs.
8.
4
/ 10Question:
"We're worried about integrating this new property into our current portfolio without disrupting our operations."
Answer:
I will assist you with all of the marketing, ads and qualifying that I can for you. Getting your team ready for what to expect we can have a meeting to discuss necessary adjustments to workflow
Feedback:
The response shows a willingness to help, but it lacks a clear plan for addressing the prospect's concern about integrating the new property into their existing portfolio. While you mention assistance with marketing and ads, this doesn't directly address the operational disruptions they fear. A more effective approach would include asking questions to understand their current operations and workflow challenges better. Additionally, suggesting specific strategies or examples of how you have previously supported clients during integrations would enhance credibility and demonstrate your understanding of their needs. Overall, while you show intention to assist, the response does not fully engage with the prospect's concern or convey a comprehensive solution.
9.
2
/ 10Question:
"How do you plan to support us during the onboarding process, given our team's current workload?"
Answer:
We will offer you exactly what we have shown you and included in our contract. How does that sound?
Feedback:
The response is insufficient as it fails to specifically address the prospect's concern about support during the onboarding process, especially in light of their current workload. Merely stating that you will offer what was included in the contract does not clarify how you will assist them effectively during onboarding. A more effective answer would involve outlining specific support mechanisms, such as dedicated onboarding teams, training sessions, or resource materials, that can ease their workload. Asking the prospect about their current challenges or preferences for support could also demonstrate active listening and a collaborative approach. Overall, this response lacks depth and fails to inspire confidence in your support capabilities.
10.
5
/ 10Question:
"Can you provide evidence that this property will appreciate in value over time, considering the current market fluctuations?"
Answer:
I cannot guarantee the appreciation but I can share the statistical data for this area with you and the historical facts of appreciation over the past five years.
Feedback:
The response acknowledges the prospect's request for evidence of property appreciation but falls short in several areas. While it correctly states that appreciation cannot be guaranteed, it could enhance credibility by elaborating on the statistical data and historical appreciation trends more specifically. Additionally, offering insights into market factors that influence appreciation, such as local development plans or economic indicators, would provide a more comprehensive answer. Engaging the prospect by asking about their specific concerns regarding market fluctuations or previous experiences with property value changes would demonstrate curiosity and active listening. Overall, the response lacks depth and does not fully address the prospect's need for reassurance regarding investment performance.