Real Estate
Sales Assessment Results
67
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s get real about your performance. You landed an average score of 6.7, which means you’ve got some skills, but you’re not quite hitting the high notes yet. Your strongest suits are your curiosity and solution-focused approach; you ask good questions and demonstrate an interest in the prospect’s needs. That’s a solid foundation. But here’s the kicker: you’re not going deep enough. You’re often skimming the surface and failing to directly address key concerns, especially when it comes to hidden costs and providing clear comparisons against competitors.
Patterns are emerging here—while you’re collaborative, you often miss the mark on providing specific insights or data that could truly reassure your prospects. This is a double-edged sword; on one hand, you’re engaging, but on the other, you’re leaving them wanting more clarity.
To step up your game, you should really dive into the Challenger Sale and Value Selling techniques. Learn to challenge your prospects’ thinking with unique insights and clearly articulate the value of your offerings over the competition. These will help you not only present your solutions more effectively but also build that trust you’re aiming for.
Here’s your coaching moment: remember that successful selling is about guiding your prospects through their concerns with confidence and clarity. Don’t just ask questions—connect the dots for them. Be the expert they need, not just another salesperson. Embrace the details, and you’ll start to see those scores climb. Now go make it happen!
Question Breakdown
1.
3
/ 10Question:
"I'm concerned about hidden costs that might come up after the purchase, can you clarify?"
Answer:
Yes of course. Purchasing a home for the most part ensures your costs remain relatively the same. Property taxes and insurance are the factors that may change over time. The principal and interest payment though is fixed so those are set costs you will not have to worry about changing for the life of the loan.
Feedback:
The response provides some clarity regarding fixed costs associated with a home purchase, specifically mentioning principal and interest payments. However, it fails to directly address the prospect's concern about hidden costs. A more effective approach would have included a proactive exploration of potential additional costs such as maintenance, HOA fees, and closing costs. Asking the prospect if they have specific concerns about certain hidden costs would have demonstrated active listening and curiosity. Overall, the communication lacks a collaborative tone and doesn't sufficiently reassure the prospect about the transparency of costs involved in the purchase process.
2.
6
/ 10Question:
"What are your payment terms? I need to ensure they align with our budget cycle."
Answer:
Perfect. Can you tell me what is the maximum monthly payment you are comfortable with? The loan can be structured in different ways to help you stay within your budget. I can show you each of the options that are available that will stay within the budget and a breakdown of all of the terms and how each affect the payment.
Feedback:
The response effectively prompts the prospect to share their budget, demonstrating curiosity and a solution-focused approach. However, it lacks initial clarification regarding the payment terms themselves, which is the primary concern. Providing a brief explanation of the typical payment terms upfront would help to address the prospect's inquiry more directly. Additionally, while offering to show different loan structures is valuable, suggesting specific options or asking about their preferences could further engage the prospect and build rapport. Overall, the response is good but could be improved by addressing the objection more directly and providing clearer information upfront.
3.
6
/ 10Question:
"How do your prices compare to other luxury properties in this area?"
Answer:
What is the price range you are looking to be within? What features of the home and community are most important to you? When we started this community we visited the other homes in the area and I believe we offer the most amenities and features for the price range. Our homes are competitively priced at $800,000. I think you will find that price to be in alignment.
Feedback:
The response does a good job of redirecting the conversation back to the prospect by asking about their specific price range and desired features, which demonstrates curiosity and a solution-focused approach. However, it lacks a direct comparison of the prices of your luxury properties with competitors, which is the core of the objection. While mentioning that your homes are competitively priced at $800,000 is helpful, providing more explicit information about how your offerings stack up against others in the area would build more trust and confidence. Additionally, engaging the prospect with questions about their needs could have been framed to better show the unique value of your properties. Overall, the response is collaborative but could benefit from a more direct comparison to effectively address the objection.
4.
8
/ 10Question:
"I'm worried about the challenges involved in moving into a new property, can you elaborate on that?"
Answer:
I can understand your concerns. What specifically are you most concerned about for your move? I can send you the buyers advisory which provides helpful links for resources that may help ease your mind. I can also help you with references to moving companies that I have worked with and I know will be attentive and give you the best service possible to ease the transition. One of the biggest things my past clients found beneficial was our concierge service that helped you establish your new utility accounts before the move so all of that is taken care of before the big day!
Feedback:
The response starts positively by acknowledging the prospect's concerns, which demonstrates active listening. Asking for specifics about their worries is a valuable strategy for uncovering deeper issues and tailoring the conversation. Offering the buyer's advisory and references to moving companies shows a solution-focused approach, indicating that you want to provide helpful resources. Furthermore, mentioning the concierge service is a strong selling point as it highlights a unique value proposition that differentiates you from competitors. However, the response could be enhanced by directly addressing common challenges associated with moving, such as logistics, timelines, and stress management, giving the prospect a clearer picture of what to expect. Overall, this response is collaborative and informative, but including more detailed insights into typical moving challenges would strengthen it further.
5.
6
/ 10Question:
"We previously experienced issues with a different agency – how can I be sure this won't happen again?"
Answer:
Oh, I'm so sorry that you had a negative experience. I go above and beyond for my clients because my goal is be your agent for life! What specific qualities would you like in your agent? I like to address things upfront and have honest and open communication so if there is ever anything I do that you would like to be different please let me know right away
Feedback:
The response begins with an empathetic acknowledgment of the prospect's past negative experience, which is a good start in building rapport. However, it could be improved by providing specific examples or assurances of how your approach differs from the previous agency. While asking about the specific qualities the prospect values in an agent shows curiosity and willingness to adapt, the response should also include proactive measures or strategies you implement to ensure a positive experience, such as regular updates, a clear communication plan, or testimonials from satisfied clients. Overall, this answer lacks a strong foundation of trust-building through concrete examples, but it maintains a collaborative tone.
6.
7
/ 10Question:
"What sets your listings apart from the competition? I'm looking for unique value."
Answer:
It is important for your agent to be unique! I pride myself in walking the home with you and giving you suggestions on the best way to stage your home to make picture day perfect and attract the most people to your home, including checking out your curb appeal which is the first impression when someone pulls up. I then advertise online and on social media with video and photography of your home done by a professional. We list in MLS and network with all the area agents to ensure your home has maximum exposure. We walk the neighborhood and invite all your neighbors to the open house as well.
Feedback:
The response effectively highlights several unique selling points, such as staging suggestions and professional photography, which can differentiate your listings from the competition. However, you could improve by providing more specific examples of past successes or unique features of your listings that have led to successful sales. Additionally, while you mention networking and advertising strategies, elaborating on the results from these efforts could enhance the perceived value. Overall, the response is informative and demonstrates a proactive approach but could benefit from a stronger emphasis on unique features of the listings themselves.
7.
7
/ 10Question:
"How do you ensure compliance with local regulations, especially for luxury homes?"
Answer:
I always contact your local HOA and speak with them directly about anything I may need to know that is specific to your community. I follow up monthly with the city for any new regulations and I maintain close relationships with area developers and other realtors to ensure I am on top of all the changes as they happen. We implement procedure changes immediately as they happen
Feedback:
The response effectively addresses the concern about compliance by outlining proactive steps taken to stay informed about local regulations, such as direct communication with the HOA and regular follow-ups with the city. This demonstrates responsibility and a commitment to ensuring that the prospect's interests are protected. However, the answer could be enhanced by providing examples of specific regulations that may impact luxury homes or sharing a recent instance where your efforts led to a positive outcome for a client. Additionally, incorporating a question to engage the prospect and understand their specific compliance concerns would foster a more collaborative dialogue. Overall, the response is informative and shows initiative but could benefit from deeper engagement and specific examples.
8.
8
/ 10Question:
"Can you provide examples of customer success stories that validate your claims?"
Answer:
Yes! I collect reviews on my website, google, and on social media from past clients that I will send links to right away in your email. I have a list of references as well. Recently I helped a homeowner with a situation just like yours in Sterling Grove neighborhood just down the street. My experience helped to secure the perfect buyer that matched the terms the seller needed within the first week of listing
Feedback:
The response effectively addresses the prospect's request for customer success stories by indicating that you have a collection of reviews and references available. This demonstrates a proactive approach to building trust. Mentioning a recent success in the Sterling Grove neighborhood adds credibility and relevance, particularly as it aligns with the prospect's situation. However, the response could benefit from more specific details about the challenges faced by the homeowner and the strategies implemented to achieve success. Providing a quantitative outcome, such as the sale price or time on market, could further validate your claims and showcase your expertise. Overall, while the response is strong, adding more depth and specifics would enhance its impact.
9.
8
/ 10Question:
"How much time will the process take from showing to closing? My team needs to be prepared."
Answer:
Do you have a specific date you would like to move in? My lending partners are super fast and work diligently with me to make sure we can meet your timeline. We can close homes in as little as 21 days if financed. Cash is quicker at 7-10 days. Will you be needing financing or paying cash? Let's get you pre qualified so as soon as you find your perfect match we are ready to make an offer and get you to closing
Feedback:
The response effectively engages the prospect by asking about their desired move-in date, demonstrating a tailored approach to their needs. Providing specific timelines for closing, such as 21 days for financed purchases and 7-10 days for cash offers, offers clarity and reassurance. Additionally, asking whether the prospect will need financing or is paying cash indicates a proactive approach to pre-qualification. However, the response could be improved by briefly summarizing the overall timeline from showing to closing, including expected durations for various stages, which would give the prospect a clearer picture of the entire process. Overall, this response is solution-focused and collaborative, but a bit more detail could enhance the effectiveness further.
10.
8
/ 10Question:
"With the market being so volatile, how do I know this investment will hold value?"
Answer:
That is a great question and a valid concern. How long do you intend to live in this home or to own it? Homes are continuing to appreciate in this neighborhood. Over the past 12 months they are still up 2% even though it is slower. Rents have remained stable as well. All in all you will continue to build equity and have options to either live in the home or rent it out for additional income sources. Real estate is typically a secure investment when you have the proper information up front to make a decision that is right for your situation
Feedback:
The response begins by acknowledging the prospect's concern, which is a good way to establish rapport. Asking about their intended duration of ownership is a thoughtful question that helps you gauge their perspective and tailor your response. Providing data about the local market, such as the 2% appreciation over the past year and the stability of rents, adds credibility and reassures the prospect about the investment's potential. However, the response could be strengthened by offering more context on how broader market trends influence property values and including examples of historical appreciation in the area to further support your claims. Overall, this answer is informative and aligns well with the prospect's inquiry, but integrating more specific insights would enhance its effectiveness.