Real estate
Sales Assessment Results
61
Developing Closer
10 questions
Maximum score: 100
Completed in
You've had a rocky road, my friend. Your average score of 6.1 shows that you're not quite hitting the mark consistently. Your strongest technique seems to be acknowledging the prospect's concerns, which is good, but you're often falling short on solution-focused approaches and closing techniques. There's a pattern of lacking empathy and deeper exploration of your prospects' needs, making your responses feel somewhat defensive and not fully engaging.
To elevate your game, I suggest you dive into consultative selling and the SNAP selling technique. These will help you connect better with your prospects and streamline your approach, making it more valuable and aligned with their priorities.
Remember, the most memorable coaching moment here is that building rapport is not just about listening; it's about making your prospects feel understood and valued. Get curious, explore their specific situations deeper, and don’t shy away from guiding them towards a decision with assertiveness. You’ve got this – just step it up a notch!
Question Breakdown
1.
7
/ 10Question:
"I'm really worried about how this purchase will impact my monthly budget; what if my income doesn't keep up?"
Answer:
Great question. We will get you prequalified with a lender that can make sure the purchase you get is going to be comfortable with your monthly budget. I got you.
Feedback:
The response effectively addresses the concern about the monthly budget by offering a solution of prequalification with a lender, which can help alleviate the prospect's worries. However, it could benefit from more empathy and active listening; acknowledging the prospect's feelings more explicitly would enhance rapport. Additionally, it lacks a closing technique or a follow-up question to further explore the prospect's financial situation, which is crucial in real estate. Overall, the response is clear and solution-focused but could be improved with a more collaborative approach and curiosity about the prospect's specific financial situation.
2.
5
/ 10Question:
"I've heard mixed reviews about your company; how can I trust that you'll deliver on your promises?"
Answer:
Honestly, those are valid concerns. I'd love to hear what concerns specifically make you weary of my company. However, I can tell you that my company doesn't impact the quality of person that I am. If your goal is to maximize your purchase (or sell for top dollar) I will get you there. That's what you want, right?
Feedback:
The response acknowledges the prospect's concerns, which is a good start, but it lacks a strong solution-focused approach. The salesperson should have provided specific examples or testimonials to build trust and credibility. The communication could be clearer by avoiding a vague reference to their personal qualities. Instead, it should focus on the company's proven track record and how it aligns with the prospect's needs. While asking for specific concerns is a good way to discover more, it would have been beneficial to also address the objection more directly by outlining how the company has successfully met client expectations in the past. Overall, the tone is somewhat defensive rather than reassuring, which could further raise doubts rather than alleviate them. A more collaborative and engaging approach would help build rapport and trust.
Score: 5/10
3.
6
/ 10Question:
"Considering the current real estate market, I feel like prices could drop soon; why should I invest now?"
Answer:
That seems to be a concern many people are faced with. I'd love to tell you I have a magic 8 ball that can predict the future, but nobody can tell us what prices will be 6 months from now. However, what would happen if prices don't drop and they stay the same. If prices went even higher, would that be more or less in your favor? It makes sense to act now, and I'll show you with my marketing how we can plan for the future.
Feedback:
The response acknowledges the prospect's concern about the potential for price drops in the real estate market, which is a good start. It uses a light-hearted analogy with the magic 8 ball, making the conversation approachable. However, it lacks a clear, solution-focused approach and does not effectively address the specific implications of waiting to invest. While the question about what happens if prices don't drop is a good probing question, it could be further developed to explore the prospect's fears and motivations more deeply. The response could benefit from a stronger closing technique to encourage further action and commitment. Overall, it shows awareness of the market but could be more robust in providing value and reassurance.
Score: 6
4.
4
/ 10Question:
"I have a great relationship with my current real estate agent; what makes you different enough for me to switch?"
Answer:
Listen, I'm sure your agent was good at helping you before, but there's a reason I'm here having a conversation with you now. You have told me your goal is to sell for highest price. So by showing you my marketing to actually net you 5-10% higher, it makes sense to you, to try this approach with me. Right? And look, my photographer is ready to go and so am I. We can get this home listed on the MLS and I'll be posting all over my social media and running ads to get you top dollar. And that's what you want, isn't it? Let's do this. Sign here
Feedback:
The response attempts to address the objection by redirecting the focus to the prospect's goal of selling for the highest price. However, it lacks a more nuanced understanding of the prospect's relationship with their current agent and fails to acknowledge the emotional aspect of switching agents. The phrasing comes off as somewhat aggressive, especially with the 'sign here' closing, which may push the prospect away. A more consultative approach, perhaps by asking how their current agent has helped them achieve their goals or what they feel is missing, would have demonstrated active listening and curiosity. Overall, the response is solution-focused but could benefit from a softer tone and more exploration of the prospect's needs.
5.
6
/ 10Question:
"With so many projects on my plate right now, I just don't have the bandwidth to make this decision quickly; can you help me prioritize?"
Answer:
Absolutely. What day next week works better for you, Monday or Tuesday? Okay, I'll make sure to remind you about our appointment then. Oh, and real quick, just so I know how to better prepare for our appointment next week, what were some of the questions or concerns you're having?
Feedback:
The response demonstrates a good understanding of the prospect's objection by acknowledging their current workload and suggesting a follow-up appointment. However, it lacks depth in addressing the prospect's need for prioritization and doesn't fully explore their concerns or questions. Instead of jumping straight to scheduling, it would have been more effective to first ask guiding questions to understand their current projects and how your offering might fit into their priorities. This would help demonstrate a solution-focused approach and active listening. Overall, the tone is appropriate for real estate, but the response could benefit from a more consultative and collaborative approach, engaging the prospect in a dialogue about their needs.
Score: 6/10
6.
7
/ 10Question:
"This property seems amazing, but how can I be sure the ROI will justify the expense in the long term?"
Answer:
Well, you have a valid concern, and the best solution to see if this makes sense is to have multiple exit strategies. Fortunately for you, I have multiple strategies. I believe your primary strategy is a great one even in today's market - and you will see a great return. But if something unforeseen happens, I have a list investors who help with seller financing, long term rentals, and a few other exit strategies similar to those. But since we ran all the numbers, this property is very likely to make at least the lower end of what you told me you had to have. And when you jump in, my entire team is at your disposal to ensure every part of this project is running smoothly. You're in good hands
Feedback:
The response addresses the concern about ROI by emphasizing multiple exit strategies, which is a good approach in real estate. However, it could further strengthen the argument by providing specific data or examples of past success with those strategies. The tone is reassuring and positive, which aligns well with the real estate industry. While the mention of a team is supportive, it lacks a closing technique to encourage the prospect to take the next step. Additionally, asking a question to engage the prospect further could enhance curiosity and discovery. Overall, the response shows an understanding of the prospect's perspective but could benefit from a more structured approach in presenting value and closing.
7.
6
/ 10Question:
"I feel like there are still too many unknowns in the market; what happens if I buy and the value drops?"
Answer:
That's a valid concern as nobody wants to lose money on their investments. But if this home is the home you've truly been wanting and you want to be in it a long time, rest assured - in the long run it'll be worth it. You have your equity that will be building year after year. Even if the value drops, it'll rise again. We cannot predict the market down to a science, but we do know overall houses appreciate and drive our economy. Remember, the market can also go drastically the other way. Would you be able to still afford this home if it went up higher and you had to pay an extra $20,000-30,000 more to own it?
Feedback:
The response effectively acknowledges the prospect's concern about market volatility, which demonstrates active listening. However, it lacks a deeper exploration of the prospect's specific situation and needs, limiting the solution-focused approach. While the mention of equity and long-term appreciation is valuable, it would benefit from more emphasis on the unique value of the property being discussed. Additionally, the closing question about affordability could be framed in a more positive light, focusing on the benefits of securing the home now rather than a potential increase in price. Overall, this response could use more curiosity and discovery to engage the prospect further and build rapport.
Score: 6
8.
7
/ 10Question:
"I like what you're offering, but I need to ensure it fits seamlessly with my current lifestyle; how flexible are your solutions?"
Answer:
I'm extremely flexible. But what is it about your lifestyle that brings up concerns with my proposition? I just want to be sure I'm on the same page with you so that we can navigate all possible solutions from any issues that may arise.
Feedback:
The response effectively addresses the prospect's concern about flexibility by affirming your willingness to adapt. You also demonstrate curiosity and a solution-focused approach by asking a thoughtful question about their lifestyle, which shows active listening. However, the response could benefit from a bit more reassurance about how your solutions can be tailored to fit their lifestyle specifically. Providing an example of flexibility or customization could help enhance the value exploration. Overall, a good attempt but could use more specificity to strengthen the connection and address the objection more comprehensively.
9.
6
/ 10Question:
"I'm concerned about the ongoing support after the sale; how can I be sure you'll be there when I need assistance?"
Answer:
Listen, I'll be there for you. These five words I swear to you, in the words of Bon Jovi lol. 😆 You have my cell, and I want to be involved in your life as much as you want me to be of course. Follow me on social media, and don't worry about hitting me up. When you need something, I'll help you. You saw a list of all my vendors - which you can use as well as you need to. Besides that, look at this list of testimonials about what other people say about me! Most everyone I sold a home to says I had great communication, and they still hit me up to this day.
Feedback:
The response does a decent job of addressing the concern about ongoing support after the sale by emphasizing availability and communication. However, it lacks professionalism and could be more structured. The reference to Bon Jovi, while humorous, might not resonate with all prospects and could detract from the seriousness of the commitment being made. The mention of testimonials is a good practice, but it would be stronger if specific examples or stories were included to illustrate the point. Additionally, while the offer to connect on social media is modern and relevant, it would be beneficial to reinforce the value of having a dedicated support system rather than relying solely on social media interactions. Overall, the tone could be more reassuring and less casual to instill confidence in the client.
Score: 6/10 for effort but needs improvement in professionalism and clarity.
10.
7
/ 10Question:
"To be honest, I'm a bit hesitant to change my plans now; what if I regret rushing into a decision?"
Answer:
Listen, the last thing I want to do is to rush you. My intention is to never make you feel rushed. When you're ready to do this, is when you should do this. But just so I'm better informed, what exactly is giving you that feeling to hold off? Let's talk about that.
Feedback:
The response effectively acknowledges the prospect's hesitation, which demonstrates active listening and empathy. However, it could have benefited from a more specific closing technique to guide the conversation towards a decision. The question about what is causing their hesitation is a good exploratory move, but it lacks a bit of assertiveness in addressing the potential implications of delaying the decision. Overall, it engages the prospect in a collaborative manner but could use some enhancement in value exploration and addressing their concerns more directly.