Real Estate
Sales Assessment Results
61
Developing Closer
10 questions
Maximum score: 100
Completed in
Your performance has been a mixed bag, with an average score of 6.1. You’ve demonstrated some solid techniques, especially with consultative selling and acknowledging objections, but there's a clear need for deeper engagement and empathy in your approach. You shine when you show curiosity and ask open-ended questions, as seen in your higher-scoring responses. However, you often miss the mark on building rapport and offering tailored solutions, which leaves opportunities on the table.
Consistent patterns indicate that while you understand the importance of addressing concerns, you frequently fall short in exploring the prospect's specific needs or feelings, leading to a lack of connection. Your closing techniques could also use a boost; they often lack assertiveness, which can leave prospects unsure about the next steps.
To elevate your game, I suggest diving into Solution Selling and the SPIN Selling technique. Both focus on understanding your client's unique pain points and aligning your offerings accordingly. This will help you create more tailored responses that resonate with prospects.
Remember, the true art of sales isn’t just about addressing objections; it’s about creating a conversation that feels collaborative and valuable. Make it your mission to not only inform but to engage and inspire your prospects. They need to feel like you’re on their side, not just trying to make a sale. Keep pushing yourself, and you'll get there.
Question Breakdown
1.
6
/ 10Question:
"I'm concerned about the overall cost versus the value I'm getting in this market."
Answer:
This is absolutely a buyers market with the lowest costs in over 6 months on housing which will lead to higher equity long term.
Feedback:
The response effectively addresses the concern by highlighting the current buyer's market and the potential for higher equity. However, it lacks a deeper exploration of the prospect's specific value concerns and does not ask any follow-up questions to further understand their perspective. Additionally, the tone could be more empathetic to align with the prospect's concerns about value. A more collaborative approach could enhance the rapport and trust. Overall, while informative, it could benefit from a solution-focused approach that directly ties the cost to specific benefits for the prospect.
2.
4
/ 10Question:
"I've had a previous experience where the promised return on investment didn't materialize, how can I trust this will be different?"
Answer:
Returns are never guaranteed, but if we look at the historical data, the outcome will eventually lead to a standard return of X. You can always trust math and historical data.
Feedback:
While your response acknowledges the objection, it could benefit from more empathy and a deeper exploration of the prospect's concerns. Instead of solely relying on historical data, consider using a consultative approach to ask questions about their past experience and how it made them feel. This could help build rapport and trust. Additionally, offering a tailored solution or reassurance based on their specific situation would enhance your response. Overall, your answer lacks engagement and a collaborative approach that is crucial in real estate.
Score: 4
3.
7
/ 10Question:
"With so many options out there, what makes your listings stand out from the competition?"
Answer:
Great question! My listings are priced properly, so buyers agents can pull comps and show their clients that we have a fair price and aren’t trying to be greedy with our list price. We also provide professional listing photos, video walkthroughs, drone coverage, professional colonial signage, social media ads, billboards of your home - many of these items 90% of listings arent doing! This is how we make your home stand out.
Feedback:
The response effectively addresses the objection by highlighting key differentiators such as proper pricing, professional marketing materials, and extensive advertising efforts. The salesperson communicates clearly and maintains an informative tone, which is appropriate for the real estate industry. However, the response could benefit from a more solution-focused approach by briefly asking the prospect about their specific needs or preferences, which would demonstrate curiosity and active listening. Additionally, a closing technique such as inviting the prospect to discuss further or schedule a meeting could strengthen the response. Overall, the salesperson showcases the value offered, but there's room for improvement in engagement and rapport building.
4.
6
/ 10Question:
"I need to ensure that the property meets all compliance requirements, can you provide documentation?"
Answer:
Yes absolutely! Please provide me a list of any and all compliance requirements and I’ll work on getting that documentation for you asap!
Feedback:
The response effectively acknowledges the prospect's concern regarding compliance requirements, which shows active listening. However, it lacks proactivity in addressing the objection. Instead of asking for a list, the salesperson could have offered to outline the standard compliance requirements for similar properties or mentioned that they already have the necessary documentation ready. This would demonstrate a more solution-focused approach and build trust. Additionally, the tone could be more reassuring; instead of saying 'I’ll work on getting that documentation for you asap,' a more confident phrasing like 'I already have the documentation ready and can share it with you right now!' would enhance the communication. Overall, a good start, but could use more detail and initiative.
Score: 6/10
5.
5
/ 10Question:
"I'm currently working with another agent who has a good understanding of my needs, how do I know I won't lose that support with your team?"
Answer:
I totally understand that your agent has a great grasp on your needs. I’m not here to step on anyone’s toes and unfortunately wouldn’t be able to work with you if you already have an agent.
If you decide that your agent isn’t working out and want to explore working with my team, I believe that having a deep conversation of exactly what your looking for and your needs, my team will be better suited to cater to those. I’ll personally ensure we have constant follow up with you, keep you informed if any and all key components of the deal and ultimately get you exactly what you’re looking for.
Feedback:
The response acknowledges the prospect's concern about their current agent, which is good for active listening. However, it misses an opportunity to further explore the prospect's needs or challenges with their current agent, which could demonstrate curiosity and discovery. The tone is respectful, but it lacks a strong closing technique that could encourage the prospect to consider your team as a viable alternative. Instead of suggesting that they might come to you later if their current agent doesn't work out, it would have been more effective to highlight unique aspects of your service that would provide value. Overall, while the response shows understanding, it doesn't effectively engage the prospect or offer a compelling reason to switch agents.
6.
8
/ 10Question:
"Can you assure me that the post-purchase support will be as robust as you claim?"
Answer:
I absolutely can - please read my clients reviews and testimonials about their service not only during but after the transactions. We have a full plan in place for all client follow up post-sale including regular check ins, data and market updates, home tips and more! If there is anything else you would love to include, please let us know!
Feedback:
The response effectively addresses the concern by referencing client reviews and testimonials, which adds credibility to the claim of robust post-purchase support. It maintains a positive tone appropriate for the real estate industry and shows a solution-focused approach by detailing the support plan. However, it could have enhanced engagement by asking a follow-up question to discover any specific concerns the prospect might have. Overall, it's clear and communicates value well.
Areas for improvement include incorporating a closing technique to encourage further discussion or action, such as asking if they'd like to see specific testimonials or discussing the support plan in more detail. A little more curiosity and inviting the prospect to share their expectations could have elevated the interaction further.
7.
6
/ 10Question:
"I want to ensure that the property's features align perfectly with my expectations; can you guarantee that?"
Answer:
I believe that during our initial conversation of exactly what you’re looking for and your expectations of a property, we will be able to better grasp exactly what you’re looking for in a home and focus on those expectations. Which not every home can meet those expectations, we will find one that matches as closely as possible while also getting you in touch with proper vendors post sale who can make this home exactly what you want 100%
Feedback:
The response shows an understanding of the prospect's concern by acknowledging the importance of aligning property features with their expectations. However, it lacks a clear guarantee or assurance that the search process will prioritize their specific needs. The communication could be more concise and structured, perhaps using a solution-focused approach to outline how you will ensure their expectations are met. Additionally, it would be beneficial to ask a follow-up question to delve deeper into their specific desires. The closing technique could be strengthened by reinforcing commitment to finding the right property. Overall, while the intent is good, clarity and a stronger engagement strategy are needed.
8.
6
/ 10Question:
"Given the economic climate, how can I be sure this investment won't lose value?"
Answer:
Great question! While the economy and investments are never a sure thing, knowing that we paid a fair price and didn’t overpay for the home, along with this becoming a rapidly growing area and following all historical data of real estate continuing to climb nearly every single year in the 100+ years, I would say this investment should absolutely gain value as long as upkeep and maintenance are always being kept.
Feedback:
The response effectively acknowledges the prospect's concern regarding the economic climate and potential loss of value. However, it could benefit from a more structured approach, such as incorporating data or examples to support the claim of historical value appreciation, possibly using the SPIN or Value Selling techniques. Additionally, asking the prospect if they have specific concerns about the area or similar investments could enhance the conversation by showing curiosity and active listening. The tone is generally appropriate for real estate, but it could be made more reassuring. Overall, the response shows promise but lacks depth and engagement.
Score: 6/10
9.
7
/ 10Question:
"I'm not feeling an urgent need to make a decision right now; can we revisit this later?"
Answer:
What is giving you that feeling that you can’t make a decision now? Is there something by about the deal
Making you uneasy? Something you want to know more about?
If there is anything else issue that we can get 100% fixed immediately, would you be comfortable making a decision on the home right now?
Feedback:
The response effectively addresses the objection by asking open-ended questions to uncover the prospect's underlying concerns. This aligns well with a consultative selling approach, as it demonstrates curiosity and a willingness to understand the prospect's perspective. The tone is appropriate for the real estate industry, showing empathy and engagement. However, the closing question could be more assertive or structured; it feels slightly vague and may not create a strong sense of urgency or commitment. A clearer call to action could improve the effectiveness of the response. Overall, the response is good, but it could benefit from a stronger closing technique and clearer value exploration.
Score: 7
10.
6
/ 10Question:
"I'd like to discuss this with my team first, can you provide additional insights to help them understand the value?"
Answer:
I totally understand wanting to talk with your team first - what insights are you looking for in regards to value? What value is the team looking for when they make these kinds of deal? If I know this info, I can help educate them on the deals and how it is absolutely a slam
Dunk deal!
This deal won’t last so I would advise you to let me gather that info ASAP so we can discuss with your team and get this deal completed!
Feedback:
The response effectively acknowledges the prospect's objection and shows understanding, which is a good start. However, it could benefit from more clarity and professionalism in tone. The questions asked are relevant, and they demonstrate curiosity and a desire to uncover the team's specific needs. However, the phrase "slam Dunk deal" may come off as overly casual for the real estate industry, where professionalism is key. The urgency mentioned is a good closing technique, but it could be better framed to avoid pressure. Overall, while some positive engagement is present, there is room for improvement in clarity, professionalism, and alignment with the prospect's needs.
Consider focusing more on the implications and benefits of the deal in your communication, possibly using a more structured approach like SPIN Selling to guide the discussion. Also, ensure that your tone matches the professional standards of the real estate industry.