Real estate investments
Sales Assessment Results
40
Needs Improvement
10 questions
Maximum score: 100
Completed in
Alright, let's break this down. You clearly have some basic skills in active listening, but that's about where the good news ends. Your responses are mostly bland and lack any real depth or persuasive power. It's like you’re just going through the motions without understanding the art of selling. A score of 4s across the board shows you’re treading water but not making waves. You need to spice things up with more curiosity and value exploration—stop being so vague! You missed multiple opportunities to engage and build rapport, which is crucial in sales. And can we talk about your closing techniques? Or should I say, the complete absence of them? You need to step up your game if you want to make a splash in this industry. Overall, you’re not a total disaster, but you’re certainly not winning any awards either. Let’s work on making your responses as compelling as they could be.
Question Breakdown
1.
4
/ 10Question:
"I'm not sure if now is the right time to invest in real estate with the current market conditions."
Answer:
I get that. You’re right. But let me go over what we have and you can at least see what’s available when it is right for you
Feedback:
The response acknowledges the prospect's concern about timing, which is good for active listening. However, it falls short in effectively addressing the objection by lacking a persuasive argument about why now could still be a good time to invest, even in uncertain market conditions. Instead of simply offering to show what's available, the salesperson could have engaged in a more solution-focused discussion about market trends or potential opportunities. The tone is neutral but could be more enthusiastic to build rapport. Additionally, there are no closing techniques or questions to explore the prospect's specific fears or needs further. Overall, the response could use more curiosity and value exploration to create a stronger connection and encourage further discussion.
2.
4
/ 10Question:
"I need to consult with my partner before making any investment decisions."
Answer:
I get that. And you should for all big decisions. I do it too. What do to think their gonna like about it?
Feedback:
The response acknowledges the prospect's need to consult their partner, which shows some level of active listening. However, it lacks depth in addressing the concern. The question posed is vague and does not guide the prospect towards understanding the value of the investment. There is no exploration of the benefits or addressing potential objections their partner might have. Additionally, the tone could be more persuasive and engaging. A better approach would include asking more specific questions about their partner's interests and concerns while reinforcing the value of the investment. Overall, the response is a step in the right direction, but it needs significant improvement to effectively navigate the objection.
Score: 4
3.
4
/ 10Question:
"I've heard from friends that real estate can be risky, why should I take that risk?"
Answer:
I agree it could. I’m with ya. Not everyone should big risks. And you know better than I do what goals you have. I’ll show you the investment. You don’t have to invest at all if it doesn’t make sense for ya.
Feedback:
The response acknowledges the prospect's concern about risk, which is a good first step in active listening. However, it lacks depth in addressing the objection effectively. Simply agreeing and stating that the prospect knows their own goals doesn’t provide a compelling reason to consider the investment. It would be more effective to highlight how real estate investments can be managed to mitigate risks, perhaps by sharing success stories or the benefits of diversification. Additionally, while you offer to show the investment, there is no strong closing technique to encourage further discussion or commitment. A more solution-focused approach could involve asking what specific risks concern them, which would demonstrate curiosity and discovery. Overall, the response could benefit from more value exploration and a collaborative tone.
Score: 4
4.
3
/ 10Question:
"Your commission fees seem too high compared to other agents I spoke with."
Answer:
We don’t get paid commissions. So either way I’m here to help be a resource for you.
Feedback:
The response lacks clarity and fails to directly address the objection regarding commission fees. Instead of acknowledging the prospect's concern about higher fees from other agents, the response creates confusion by stating that 'we don’t get paid commissions' without further explanation. It misses the opportunity to clarify how your compensation structure works, and why it may provide more value compared to competitors. There is also no closing technique or inquiry into the prospect's specific needs, which could have built rapport and demonstrated active listening. Overall, the response needed to be more solution-focused and value-driven.
5.
4
/ 10Question:
"I'm currently tied up with other investments and don't have the liquidity to invest right now."
Answer:
That’s awesome I understand that. What I can do Is walk you through it at a high level and you can see what’s available to you then when someone frees up I’ll have another opportunity for you. I’ll be there for another 20 years
Feedback:
The response shows some understanding of the prospect's situation but lacks effectiveness in addressing the core concern about liquidity. While suggesting a future opportunity is a good approach, it doesn't directly tackle the immediate issue of the prospect's current financial constraints. The tone is somewhat casual, which may not resonate well in the professional real estate investment sector. The salesperson could improve by exploring the prospect's current investments further and asking questions to understand their timeline or specific interests. Additionally, incorporating a closing technique, such as scheduling a follow-up or offering to send them relevant information for when they're ready, would enhance the overall response. Overall, it feels more like a missed opportunity than a solid engagement.
Score: 4/10.
6.
5
/ 10Question:
"I don't believe this property will appreciate as much as you say it will."
Answer:
I hear ya. When I underwrote the deal I initially did it for now appreciation. Low and hitting our targets to make sure we still wanted it.
We long term holders. And if it doesn’t we will stay in the deal long as it cash flows and hits our targets. That’s why we’re conservative
Feedback:
The response acknowledges the prospect's concern, which is a good start for active listening. However, it lacks clarity and a direct counterargument to the objection about appreciation. The mention of being long-term holders and focusing on cash flow is relevant, but it could be presented more clearly as a value proposition. Additionally, the salesperson could ask more questions to discover the prospect's specific worries about appreciation and engage them in a dialogue. A closing technique is also missing here; suggesting next steps or inviting further discussion could enhance the response. Overall, while there are some positive elements, the effectiveness in addressing the concern could be improved significantly.
7.
2
/ 10Question:
"What guarantees can you give me that this investment will be profitable?"
Answer:
I hear ya. Well we can’t give that. Legally but I can say this. If you don’t I guarantee you’ll make no returns for sure.
Feedback:
The response lacks effectiveness in addressing the concern. While the salesperson acknowledges the objection, they fail to provide any meaningful assurance or value about the investment. The communication is not clear and comes off as flippant, which may not resonate well in the real estate investment industry where prospects often seek detailed information and security. There’s no closing technique employed, nor does the response explore solutions or ask thoughtful questions to uncover the prospect's specific worries. Active listening is minimal, and the tone does not inspire confidence. Building rapport is crucial in this industry, and this response misses that mark. Overall, it feels dismissive rather than collaborative.
Score: 2 for acknowledgment, but lacking in all other areas.
8.
3
/ 10Question:
"I'm concerned about the ongoing maintenance costs of owning real estate."
Answer:
I get that in this assets the asset covers the cost And we budget every year they go up. As well as reserves.
Feedback:
The response lacks clarity and effective communication. While the salesperson acknowledges the concern, they do not fully address the prospect's worries about maintenance costs. The statement about budgeting and reserves is vague and does not explain how these strategies mitigate the concern. A better approach would include a more detailed explanation of how ongoing costs are managed or minimized, perhaps by providing examples or statistics. Additionally, there is no closing technique employed, nor are any questions asked to further explore the prospect's concerns or to build rapport. The response could benefit from a more solution-focused approach, actively listening to the prospect's concerns and demonstrating value in the investment. Overall, it feels a bit rushed and lacks a collaborative tone to engage the prospect effectively.
9.
4
/ 10Question:
"How do I know that I won't get outbid if I decide to move forward?"
Answer:
I’m with ya. As long as you get your paperwork in and let me know the amount you’re looking to invest I’ll make sure to hold that amount available to you
Feedback:
The response acknowledges the prospect's concern, which is a good start, but it lacks depth in addressing the objection. While it shows a willingness to help by holding the investment amount, it doesn't offer a solid strategy or assurance regarding the risk of being outbid. A more effective approach would involve discussing the current market trends, presenting a plan to secure the investment, or suggesting ways to make their offer more competitive. Additionally, it could benefit from a more reassuring tone that instills confidence. Closing techniques and value exploration were missing, which weakened the overall response. Asking follow-up questions would also demonstrate active listening and curiosity about the prospect's situation.
10.
7
/ 10Question:
"I'm worried that I won't have enough time to manage the property effectively."
Answer:
Totally get that. In our investments we’re handling all that you’ll be a passive investor but with all the benefits. We handle all the work. You get the cash flow and pass through benefits
Feedback:
The response effectively addresses the concern by highlighting the passive nature of the investment, which directly alleviates the prospect's worry about time management. The communication is clear and appropriately reassures the prospect about their involvement. However, it lacks a closing technique that could prompt further engagement, such as asking if they have any specific concerns about the investment process. There’s also little exploration of the value provided beyond just cash flow, which could strengthen the argument. Additionally, while the tone is friendly, a bit more curiosity about the prospect's situation could enhance rapport. Overall, it’s a solid response but could be improved with more engagement and value exploration.