Real estate agent
Sales Assessment Results
66
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is sitting at a solid average, but it’s a wake-up call that you need to up your game. You’ve shown some promising techniques, especially in acknowledging prospects' concerns and demonstrating active listening, which is a great foundation. However, there’s a clear pattern of missing the mark on deeper exploration and tailored solutions. You have the fundamentals down, but you’re skimming the surface instead of diving into the depths of your prospects' needs.
Focus on honing your consultative selling approach. Right now, you’re a bit too transactional in your responses. Instead of just reacting, start asking more probing questions that reveal your prospects’ true motivations. This will not only strengthen your relationships but also position you as a trusted advisor.
One specific technique to study is the SPIN Selling method. It will help you master the art of digging deeper into the Situation, Problem, Implication, and Need-Payoff, allowing you to craft more compelling solutions. Another area to explore is the Challenger Sale; it’s about teaching and challenging your customers to think differently, which could be a game-changer for you.
Remember this: every conversation is a chance to create value, not just a checklist to get through. Be the salesperson who doesn’t just hear but listens, doesn’t just respond but engages. Elevate your game, and those scores will reflect your growth.
Question Breakdown
1.
4
/ 10Question:
"I'm worried about how the current economic climate will affect property values in the near future."
Answer:
I hear you, that’s always a concern as none of us have that magic crystal ball to know where the market is going to go. Now may be a good time to check your equity and see if it makes sense to move before this economic uncertainty shows itself in the market. Would Thursday or Friday this week work to get together and see if that’s the case?
Feedback:
The response acknowledges the prospect's concern about the economic climate, which is important for active listening. However, it lacks a deeper exploration of the implications of their worry and does not provide a tailored solution or reassurance. The mention of checking equity is somewhat relevant, but the transition to scheduling a meeting feels abrupt and lacks a clear link to the prospect's specific concerns. A more consultative approach, asking additional questions or providing market insights, would strengthen the response significantly. Overall, the communication could be clearer and more focused on the prospect's needs.
2.
6
/ 10Question:
"How can I be sure that this property will fit my lifestyle and not just my budget?"
Answer:
Why don’t we talk a walk around the neighborhood and maybe knock on some doors to try and talk to some neighbors to help get a sense of the lifestyle that’s provided by the area
Feedback:
The response suggests a proactive and engaging approach by proposing a walk around the neighborhood and interacting with potential neighbors. This indicates an effort to address the prospect's concern about lifestyle fit rather than just financial aspects. However, the answer could be improved by first acknowledging the prospect's specific concerns in detail and perhaps discussing particular features of the property that align with different lifestyle needs. Additionally, asking questions to uncover more about the prospect's lifestyle preferences would demonstrate curiosity and understanding. Offering insights into community amenities or local activities could further enhance the value exploration. Overall, while the suggestion is positive, it could benefit from a deeper understanding and acknowledgment of the prospect's needs before moving into actions.
3.
6
/ 10Question:
"What if I find a similar property at a lower price point?"
Answer:
If you find another property that checks all of your boxes to make an offer that is listed at a cheaper price, we can purse that home and keep tabs on the other home. Also, depending on how risk adverse you are, we can make an offer on both homes at the same time- and cancel one of the contracts during the option period of the contracts, that way you’d only be out the option money on one contract. Do one of those options sound good?
Feedback:
The response provides a practical approach to the prospect's concern by suggesting options to consider if they find a similar property at a lower price. Acknowledging the possibility of pursuing both options demonstrates flexibility and understanding of the prospect's potential needs. However, the communication could be clearer and more structured to enhance comprehension. Instead of jumping into options right away, it would be beneficial to first validate the prospect's concern by discussing the implications of finding a lower-priced property and what that means for their decision-making process. Additionally, exploring what specific features or benefits they are looking for in a property would allow for a more tailored response. Engaging the prospect with open-ended questions to understand their priorities could strengthen rapport and ensure their needs are fully addressed.
4.
5
/ 10Question:
"Can you help me understand the monthly payments and how they'll impact my finances long-term?"
Answer:
I’m so glad you are thinking about the long term impact of your mortgage. Since my license is not in mortgage, I’d highly recommend we have a chat together with your lender so they can give us the best answers possible to your questions. In a nutshell however- your monthly payment will be made up of your principle, interest, taxes and insuarance payments all chunked up and put into one payment. Over time you will build equity on the loan and the more equity you can build, the better long term impact you can see on your finances
Feedback:
The response starts positively by acknowledging the prospect's long-term thinking about their mortgage, which is a good practice of active listening. However, the mention of not having a mortgage license may weaken the salesperson's authority on the subject. Instead, they should aim to provide some foundational insights about monthly payments, such as how they calculate the total cost over time, and the impact of interest rates on payments. While suggesting a conversation with a lender is appropriate, it should not replace the salesperson's role in educating the prospect. Including examples of how equity builds over time would provide more clarity and deepen the prospect's understanding. Overall, this response could benefit from a more proactive educational approach alongside the referral to a lender.
5.
7
/ 10Question:
"I'm not sure if now is the right time to invest given the market uncertainty."
Answer:
I’m happy to hear you are paying attention to the market, as that’s an important task I see a lot of investors skip. Ive been helping a handful of other investors with some creative ways of buying that has them outperforming others even with the uncertainty in this market. What specifically are you seeing that’s got you on the fence right now?
Feedback:
The response effectively acknowledges the prospect's concern about market uncertainty, which demonstrates active listening. By expressing appreciation for the prospect's awareness of market conditions, the salesperson builds rapport. The mention of helping other investors with creative strategies indicates a solution-focused approach, presenting an opportunity for the prospect to learn from others' successes.
However, the response could be improved by providing specific examples or insights into those creative buying strategies, which would enhance credibility and demonstrate expertise. Additionally, while asking what the prospect sees as barriers is a positive step, it could be complemented with a brief overview of the current market climate or insights that might reassure the prospect. This would help to explore the value of investing now versus later. Overall, while the response is solid, it could benefit from a more detailed exploration of solutions and context.
6.
7
/ 10Question:
"Will I have ongoing support after the purchase, especially if issues arise?"
Answer:
That is one of the most important questions to ask when interviewing realtors, and I’m so happy you are thinking about that. In fact, I actually always propose that we date our representation agreement to extend a little bit beyond your anticipated closing date. This way you know that on paper, I am binded and committed to still being there for you if issues arise. I still get calls from past clients from 2/3 years ago. I take real pride in my service and I know that service and availability go hand in hand. I’m sure there will be times I’m calling to check in and you will be like “Luke we talked this morning, I’m fine I don’t need anything” haha
Feedback:
The response effectively addresses the prospect's concern about ongoing support by affirming the importance of this question and highlighting a proactive approach with the representation agreement. The mention of extending the agreement beyond the closing date demonstrates commitment to client service. Additionally, sharing that past clients still reach out reinforces credibility and showcases a relationship-focused mentality. However, the tone could be more professional by reducing casual language, as it may dilute the sincerity of the commitment. A more structured explanation of the support process after purchase, including specific examples of issues handled in the past, would strengthen the response further. Overall, it’s a solid response with room for improvement in clarity and professionalism.
7.
8
/ 10Question:
"I'm concerned about the hidden costs that might come up in the buying process."
Answer:
Knowing the costs beyond purchase price is such an important factor and I’m so glad you are thinking about that ahead of time. Costs like loan origination, escrow fees, agent commissions could all come up depending on your contract. Before you make an offer, I will provide you a customized “net sheet” that will lay out all of the costs associated with your written offer. That way there are no hidden costs and you know exactly what’s expected from you come closing day. I’ve found that using this has taken out all of the guessing game that others experience on closing day when they don’t have this net sheet before hand
Feedback:
The response effectively acknowledges the prospect's concern about hidden costs, indicating that the salesperson values their awareness of the buying process. By listing specific potential costs like loan origination and escrow fees, the salesperson provides valuable information that can help demystify the financial aspects of a property purchase. Proposing a customized "net sheet" demonstrates a proactive approach and a commitment to transparency, which can build trust with the prospect.
However, the response could be enhanced by emphasizing the significance of understanding these costs in the broader context of the buyer's financial goals. Additionally, including a brief explanation of how the net sheet works or any examples of how it has helped previous clients could further bolster credibility. Overall, it is a strong response that addresses the concern well but could benefit from a bit more depth in conveying the value of the proposed solution.
8.
8
/ 10Question:
"Can you explain how this property aligns with my long-term investment goals?"
Answer:
I’m so glad that you are thinking about the long term impact this property will have on your portfolio. The long term benefit is actually exactly why I picked this property to show you. The recent updates to the home mean that minimal expense should be needed. Meanwhile it’s prime location in a great school district with great development coming soon means that rent rates and vacancy rates are high and growing, and the development coming to the area is promising for the appreciation the property will experience for you. Can you tell me more about the long term goals you are looking to reach?
Feedback:
The response does a commendable job of acknowledging the prospect's focus on long-term investment goals, which is essential for building rapport. By highlighting the property's recent updates and its prime location, the salesperson effectively conveys its potential benefits, such as low maintenance costs and favorable rental conditions. This showcases a solution-focused approach that aligns with the prospect's needs.
However, the response could be strengthened by providing more specific data or examples related to market trends and projected appreciation rates to further cement the property's value. Additionally, exploring the prospect's long-term goals in detail before presenting the property's benefits would enhance the consultative nature of the conversation. This would ensure the solution is not only presented but tailored to the prospect's unique aspirations. Overall, this is a strong response that effectively addresses the concern but could benefit from deeper insights and a more consultative approach.
9.
7
/ 10Question:
"I'm worried about the potential for lifestyle disruptions during the buying process."
Answer:
I can totally see where you are coming from. There are a lot of hoops to jump through during the process. What are you most concerned about? There are things I’ve taken on for other clients in the past to make the process smoother for them. Such as FaceTiming you with the inspector in case you can’t be there to meet them, or I can deliver earnest money to the title company if you can’t make it there. As your agent, it’s my job to make this process as seamless as possible and in my experience, there hasn’t been anything come up that I haven’t been able to help facilitate and it hold up a deal. I know you have a busy schedule and I will take as much off your plate as I can
Feedback:
The response begins well by acknowledging the prospect's concern about lifestyle disruptions, which demonstrates active listening and empathy. Asking what the prospect is most concerned about opens up a dialogue that can further explore their specific worries, creating a collaborative atmosphere. The examples provided, such as FaceTiming with the inspector and delivering earnest money, show a proactive approach to alleviate potential stress points during the buying process.
However, the response could benefit from a more structured presentation of the solutions offered, possibly leading with an assurance regarding the typical challenges clients face and how the salesperson has successfully managed them in the past. Additionally, reinforcing the benefits of having an agent who prioritizes ease and convenience would strengthen the perceived value of the support offered. Overall, the response is solid, but a more concise articulation of the value proposition and a clearer connection to the prospect's lifestyle concerns would enhance effectiveness.
10.
8
/ 10Question:
"How do we ensure that all stakeholders are on board with this purchase decision?"
Answer:
I understand the importance of stakeholder approval. Since the numbers are a home run, why don’t we put together an easy to digest report showing the short and long term benefits this purchase will have and how it not only aligns them with their goals for the quarter, but puts them on track to exceed them. I am happy to be available as needed to answer questions or present the property.
Feedback:
The response effectively acknowledges the importance of stakeholder approval, demonstrating active listening to the prospect's concern. By proposing to create an easy-to-digest report, the salesperson shows a proactive and solution-oriented approach aimed at addressing the need for clarity among stakeholders. This strategy not only highlights the benefits of the purchase but also aligns with the stakeholders' goals, which is crucial for gaining their support.
However, the response could be enhanced by offering to facilitate discussions or meetings with stakeholders to directly address any concerns they may have. It would also be beneficial to briefly outline what specific metrics or information will be included in the report to ensure it resonates with stakeholders' priorities. Overall, while the response is strong and actionable, adding a more interactive element could further solidify stakeholder engagement.