Real estate
Sales Assessment Results
67
Developing Closer
10 questions
Maximum score: 100
Completed in
Wow, where do I start? You've got a decent grasp on acknowledging concerns, but it's clear you're missing the mark when it comes to digging deeper and building genuine connections. Your scores are all over the place, hovering around the average mark like a lost puppy. Sure, you have some moments of insight, especially when addressing safety and pricing, but your tone often comes off as dismissive or lacking empathy—"That’s great! So am I"? Really?
You need to step up your game in terms of curiosity and engagement. Stop rushing to schedule meetings and start asking the right questions to understand your prospects better. It’s not just about throwing out facts; it’s about building trust and rapport. So, tighten up your approach, sprinkle in some warmth, and remember: your prospects are people, not just dollar signs. Time to get serious, or you might just find yourself out of the game.
Question Breakdown
1.
6
/ 10Question:
"I'm not sure if now is the right time to buy a property, given the current market trends."
Answer:
I totally understand where you’re coming from. That’s my fault. I haven’t given you all the insight and information for you to make a confident decision. Would you like to see the cost savings of investing today versus next year when prices rise from lower interest rates?
Feedback:
The response effectively acknowledges the prospect's concern about timing in the market, which demonstrates active listening. However, it could have been stronger in exploring the prospect's specific fears or hesitations regarding the market trends. While the offer to show cost savings is a good start, it could benefit from more of a solution-focused approach by including specific data or insights about current market conditions to build confidence. Additionally, asking the prospect about their financial situation or what factors they consider when deciding to buy could enhance discovery. Overall, the tone is appropriate for real estate, and the attempt to provide value is clear, but it lacks depth and curiosity.
Score: 6/10
2.
7
/ 10Question:
"Your asking price is significantly higher than comparable properties in the area."
Answer:
We’re also much larger, which means our $/sqft is less than the other properties you’re comparing to. Did you also see the added features we have compared to the lower level finishings down the road?
Feedback:
The response effectively addresses the concern by highlighting the larger size of the property and how it translates to a lower price per square foot, which is a solid rebuttal to the price objection. The mention of added features also helps to create a value proposition. However, the communication could benefit from a more empathetic tone acknowledging the prospect's concern about price. A closing technique could have been employed, such as asking if they would like to discuss the features further or arrange a viewing to see the value firsthand. Additionally, a question prompting the prospect to share more about their specific needs or concerns could enhance curiosity and discovery. Overall, the response is good but could be improved with more engagement and a stronger closing approach.
3.
7
/ 10Question:
"We have concerns about the neighborhood's safety and amenities."
Answer:
I live up the street. It’s very safe. What is it about the amenities that you’re interested in?
Feedback:
The response effectively addresses the concern about safety by providing personal experience, which can be relatable and reassuring to the prospect. However, it could have been even stronger by acknowledging the prospect's concerns more explicitly and providing additional context or data about safety in the area (like statistics or community feedback). The follow-up question about the amenities shows curiosity and a willingness to understand the prospect’s needs, which is excellent. However, it could also benefit from a more engaging tone to build rapport. Overall, the response could be more balanced between addressing the concern and demonstrating value.
To improve, consider incorporating specific examples or data regarding safety and amenities to enhance credibility, and ensure the tone remains warm and inviting throughout.
4.
8
/ 10Question:
"We've been looking at other real estate agents and their listings; what makes you different?"
Answer:
That’s awesome! I don’t blame you. We definitely need to be a good fit if we’re going to work together. What separates us from the other professionals in the space is experience (been doing this for 20 years), wisdom (involved in over $250,000,000 in transaction volume, you learn a thing or two), our marketing and promotion is second to none (we outspend every agent in the area when it comes to media and advertising), and unlike the majority of agents who’ve gotten into the industry lately, my team and I have been through many market shifts and know how to correctly position you and your listing to sell for the best value. Tell me though, what’s the most important aspect of an agent to you?
Feedback:
The response effectively addresses the prospect's concern by highlighting key differentiators, such as extensive experience and superior marketing strategies. The tone is friendly and engaging, which is appropriate for the real estate industry. The salesperson also demonstrates a solution-focused approach by asking a thoughtful question about what the prospect values in an agent, which invites further discussion and shows active listening. However, the response could be more concise to maintain clarity and impact. Overall, the collaborative approach is strong, making it a good foundation for building rapport.
To improve, consider refining the message to make it more direct and focused on the prospect's needs while still showcasing your strengths.
5.
5
/ 10Question:
"I'm worried about hidden costs in the buying process that could exceed my budget."
Answer:
That’s great! So am I. Would you like to see the pre-flight checklist I’ve prepared for clients to make sure we stay well within your budget?
Feedback:
The response does a decent job of acknowledging the prospect's concern about hidden costs, which shows some level of active listening. However, the phrase 'That’s great! So am I.' is inappropriate and could come off as dismissive or sarcastic, which may not foster trust. Instead, expressing empathy directly would be more effective. The offer to share the pre-flight checklist is a good step towards providing a solution and demonstrating value, but it could be improved by first asking questions to understand their specific concerns about hidden costs. Additionally, engaging the prospect with an open-ended question about their budget or previous experiences could further enhance the collaborative approach. Overall, while it hints at a solution, the execution lacks the necessary tone and depth.
Score: 5
6.
8
/ 10Question:
"We were hoping to negotiate a lower price, as we feel it's overpriced for what it offers."
Answer:
I understand where you’re coming from. But my concern for you is if you really like this property, you’re going to be competing against multiple other buyers. Statistically, that means this place will sell for over-asking price. Should we consider another property in a more suitable price range? Or is it more important that we figure out how you can put your best foot forward on this one?
Feedback:
The response effectively acknowledges the prospect's concern about the price and provides a clear rationale regarding market competition, which is important in real estate. It maintains a professional tone suitable for the industry and demonstrates an understanding of the urgency in the current market. The offer to explore other properties shows a solution-focused approach and curiosity about the prospect's priorities, though it could have been more collaborative by asking more open-ended questions about their specific needs. Overall, the response could benefit from a bit more value exploration by highlighting unique features of the property that justify its price. However, it does a good job of keeping the conversation moving forward.
Score: 8/10
7.
7
/ 10Question:
"I need to discuss this with my partner before making any decisions."
Answer:
Absolutely. We need everyone to be on the same page. Would it be helpful if they came by the office tomorrow so we can review all of this together?
Feedback:
The response effectively addresses the concern by acknowledging the need for collaboration, which is crucial in real estate decision-making. The tone is polite and professional, fitting the industry context. However, while suggesting a meeting is good, it could have been enhanced by asking questions to explore the partner's concerns and preferences further. This would demonstrate active listening and a solution-focused approach. Additionally, a closing technique inviting them to schedule a follow-up could strengthen the engagement. Overall, a solid response but lacks depth in discovery and value exploration.
Score: 7
8.
7
/ 10Question:
"How can I be sure this property will appreciate in value over the next few years?"
Answer:
“How long is a piece of string?” :) what I mean is, there are zero guarantees. The government could change lending policy and shift the market. Interest rates could go up. But here’s what we do know: 1) we are the most affordable major metropolitan center in the country and 1000’s of buyers are moving here from expensive areas to take advantage of our low cost of living. 2) rates just dropped, and they’re likely going to drop again next year. Cheap money means housing prices and building costs go up dramatically. And lastly 3) even if prices stayed flat or declined slightly, you’d be owning this home for far less than the cost of renting it at going rental rates, PLUS you benefit from principal reduction on your mortgage every month. Would you like to see how those numbers look in comparison?
Feedback:
The response starts off with a playful tone that might not resonate well with the serious concern of property appreciation. While it acknowledges the unpredictability of the market, it could be perceived as dismissive. The salesperson effectively presents facts about the local market and interest rates, which could help alleviate the prospect's concerns. The closing question invites further discussion, showing an openness to provide more information. However, more emphasis on understanding the prospect's specific situation or asking clarifying questions would enhance the engagement. Overall, the response is informative but lacks a bit of sensitivity to the prospect's concern about investment security.
Score: 7/10
9.
7
/ 10Question:
"I'm not convinced that this property meets all of my criteria; can you help address that?"
Answer:
For sure! Tell me why you like this place, and then let’s go over what you feel is missing. Do you have a few minutes to chat about that?
Feedback:
This response effectively opens the door for dialogue, demonstrating a willingness to listen and address the prospect's concerns. The salesperson acknowledges the objection and invites the prospect to share their thoughts, which shows active listening and curiosity. However, the response could be enhanced by offering some initial insights or reassurance about the property to build value before diving into the Q&A. Additionally, suggesting a specific time for the chat could improve the closing technique. Overall, it’s a solid attempt but could be more proactive in addressing the objection.
10.
5
/ 10Question:
"What if I find a better deal elsewhere after we move forward with this purchase?"
Answer:
That’s always a possibility. Which is why I want to go over your wish list and must-haves before you make any moves. Are you able to come by the office tonight so we can go over everything together? Say 7:30pm?
Feedback:
The salesperson acknowledges the prospect's concern about finding a better deal, which shows some level of active listening. However, the response lacks depth in addressing the objection effectively. Instead of reassuring the prospect or providing evidence of value in the current offer, the salesperson jumps quickly to scheduling a meeting without exploring the prospect's feelings or concerns further. A more effective approach would involve addressing the fear of missing out on a better deal, perhaps by discussing the unique value of the current offering or the benefits of acting quickly. Asking open-ended questions to understand the prospect's priorities better could also enhance the conversation. Overall, the tone is appropriate, but the lack of engagement with the objection and the abrupt move to scheduling detracts from the effectiveness of the response.