Real Estate
Sales Assessment Results
57
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is hovering around mediocre, and it's time to shake things up. You've shown that you grasp some fundamental techniques, particularly in solution-focused and relationship selling, but your execution is lacking depth and engagement. There’s a consistent pattern of hesitance to dive into the specifics of your prospects' concerns, which is crucial for building trust and rapport. Instead of just suggesting meetings, you need to be proactive in asking questions that reveal client needs and demonstrating value right out of the gate. It’s great that you’re acknowledging client worries, but you often fall short of providing reassurance or actionable insights.
To elevate your game, I recommend you focus on mastering consultative selling techniques and objection handling. These will equip you to engage clients in a more meaningful way and address their concerns head-on. Think of it this way: every question you ask is a step towards uncovering the real needs of your prospects.
Here’s your coaching moment: remember that every interaction is an opportunity. Stop waiting for the client to lead the conversation. Instead, take charge by guiding them through their concerns and showing them how you can provide solutions. Be the salesperson who doesn't just sell but solves. It's time to step up and transform those scores into something you can be proud of.
Question Breakdown
1.
5
/ 10Question:
"I'm really concerned about the costs involved and how I can be sure I'm getting good value for my money."
Answer:
I can certainly understand your concern, we will meet at my office and I’ll be happy to go over all of your questions and show you data to see if it makes sense to pursue your goals.
Feedback:
The response shows a decent level of understanding of the client's concern regarding costs and value. However, it lacks depth in addressing the specific aspects of value that the client might be seeking. While offering a meeting is a good step, it would be more effective to provide some initial insights or examples of value immediately, rather than just suggesting a follow-up meeting. Asking questions to uncover the client's specific cost concerns or what value means to them could also enhance the response. Overall, it's a good start, but it could be improved with more proactive engagement and value demonstration.
Score: 5/10.
2.
6
/ 10Question:
"What if I find a similar property for a better price after I decide to go with this one?"
Answer:
Everything happens for a reason, with my expertise at finding properties my clients love, I’m confident when we find the one you will know and with one of the top negotiators in the country on your side we will make sure you get the best deal.
Feedback:
The response addresses the concern somewhat by emphasizing the salesperson's expertise and negotiation skills, but it lacks a direct acknowledgment of the prospect's fear of missing out on a better deal. A more effective approach would be to validate the concern and then provide reassurance through a discussion on market analysis or comparable properties. Asking the prospect about their criteria for a 'better price' could also open up a dialogue that builds trust. Overall, the response feels a bit dismissive of the client's worry and misses an opportunity for deeper engagement.
To improve, consider incorporating a closing technique that reassures the client of their decision while inviting further questions. A score of 6 reflects that the response has some strengths but needs significant improvement in addressing the client's specific apprehension.
3.
5
/ 10Question:
"I have ongoing commitments that may prevent me from fully engaging in this process right now."
Answer:
I can certainly understand your concern, let’s meet at my office and go over these commitments and see if we can help ease your anxiety. Right now may not be the best time to move forward but let’s see!
Feedback:
Your response shows some understanding of the prospect's concern, but it lacks depth in addressing the specific issue of their ongoing commitments. Instead of suggesting a meeting, consider asking clarifying questions to uncover more about those commitments and how they impact their ability to engage. This could help you tailor your approach better and explore solutions that fit their timeline. Also, offering a more valuable insight into how you could assist them in managing these commitments would enhance your solution-focused approach. Overall, there’s a good start, but it could be more collaborative and engaging.
Score: 5
4.
5
/ 10Question:
"Can you help me understand how this purchase aligns with my long-term business strategy?"
Answer:
Based on what you’ve shared briefly I believe it does, however let’s meet at my state of the art office and go over a deep dive and and make sure that the numbers make sense and your anxiety is eased to make an educated decision.
Feedback:
Your response shows a willingness to engage and dive deeper into the prospect's concerns, which is great. However, it lacks a clear connection to the prospect's long-term business strategy. Instead of just inviting them for a meeting, you could have asked specific questions about their strategy to tailor your solution better. Using a consultative approach would help in demonstrating understanding and alignment. The mention of your 'state of the art office' adds a nice touch but feels a bit self-promotional rather than focusing on their needs. Overall, aiming for a more solution-focused and value-exploration approach could enhance your response.
5.
6
/ 10Question:
"I'm worried about the current economic climate affecting property values in this area."
Answer:
I can certainly appreciate that, times are wild. Let me ask you this, if your lifestyle and your goals align with what you are approved for, why would we let the uncontrollable factors control your dreams? No one has a crystal ball for the future but the here and now is the only thing promised to us.
Feedback:
The response effectively acknowledges the prospect's concern regarding the economic climate, which is a key part of active listening. The tone is conversational and empathetic, which is appropriate for the real estate industry. However, it could have been more solution-focused by providing specific examples or data that illustrate the resilience of the property market in the area or how past economic fluctuations have influenced property values. The response also lacks a closing technique that would encourage further conversation or prompt the prospect to take action. Asking a follow-up question about the prospect's goals or concerns could enhance curiosity and discovery. Overall, while there are strong elements, it could benefit from a more structured approach.
Score: 6
6.
7
/ 10Question:
"What if the property doesn't meet our expectations once we complete the purchase?"
Answer:
Based on the consultation we have done and my track record of happy clients, I’m confident when we find the one you will know. I will point out if a home doesn’t meet your expectations based on the detailed criteria you shared with me, I do not allow my clients to settle. I just will not do it!
Feedback:
The response effectively addresses the client's concern by highlighting your consultation process and commitment to client satisfaction. However, it could benefit from a bit more empathy and reassurance. Instead of only stating confidence and past successes, consider inviting the client to share more about their specific expectations and concerns. This demonstrates active listening and a collaborative approach. Additionally, incorporating a closing technique, such as offering a reassurance of support during the decision-making process, would strengthen the response. Overall, a solid attempt, but there's room for improvement in personal connection and exploration of the client's feelings about their expectations.
7.
5
/ 10Question:
"I need more time to discuss this with my partners who may have differing views."
Answer:
Hey, let’s get them out here to my office to sit down and make sure all decision makers are confident in moving forward. I’m
Happy to meet them all.
Feedback:
The response shows a willingness to accommodate the prospect's partners by inviting them to a meeting, which is positive. However, it could have been more effective by addressing the concern of needing time to discuss further. Rather than rushing to a meeting, it would be beneficial to ask clarifying questions to understand their concerns better and provide any information that might help facilitate the discussion among partners. This approach would demonstrate active listening and curiosity. Overall, while the invitation is collaborative, it lacks depth in exploring the underlying reasons for the need for time and does not adequately address the objection in a solution-focused manner.
Score: 5
8.
6
/ 10Question:
"I've had bad experiences with other real estate transactions; how can I trust this will be different?"
Answer:
Well, I can see why you feel that way, 78% of real estate agents fail in the first year. Myself, I have over 10 years experience in this business, please take time to review all of my google reviews. What sets me apart from any competition is the way I’m able to truly listen to my clients and make sure we are a team working to getting you to your end goal.
Feedback:
The response acknowledges the prospect's concern about past experiences, which demonstrates active listening. However, the opening statistic about agent failure may come off as negative and could potentially reinforce the prospect’s mistrust rather than alleviate it. While mentioning personal experience and Google reviews is a good way to establish credibility, it lacks a more solution-focused approach that could directly address the prospect's specific concerns. Asking a question like, "What specific issues did you face in your previous transactions?" could foster deeper engagement and discovery. Overall, the tone is appropriate, but could be more empathetic and reassuring. I would rate this response a 6/10 for effectiveness, as it offers some good points but misses an opportunity to build more trust and rapport.
9.
7
/ 10Question:
"What guarantees do you offer for post-purchase support?"
Answer:
My clients have access to me and my resources for life. If you entrust me to assist with your real estate goals then I am here to support you for anything in the world you need!
Feedback:
The response effectively addresses the concern about post-purchase support by emphasizing lifelong access and commitment. However, it could benefit from more specificity regarding what kind of resources or support are included. A clearer explanation would enhance the value proposition and reassure the client. Additionally, incorporating a closing technique, such as asking if they would like to discuss specific support needs, would help move the conversation forward. Overall, it shows a good understanding of relationship selling but lacks a bit of structure and detail.
10.
5
/ 10Question:
"I'm not sure if this is the right timing for me; can you help me justify moving forward now?"
Answer:
Absolutely! I love what I do and I’ll be happy to meet you at my office. Let’s pour up a coffee, go over all of your goals and really get a clear view of moving forward makes good business sense or if we table this for the future. Fair enough?
Feedback:
The response does a decent job of acknowledging the objection and offers a personal touch by suggesting a coffee meeting, which can help build rapport. However, it lacks a deeper exploration of the prospect's specific concerns about timing. It misses the opportunity to ask questions that would reveal the underlying reasons for hesitation. Additionally, it could benefit from a stronger closing technique that emphasizes urgency or the potential consequences of waiting. Overall, it's friendly but not sufficiently solution-focused or assertive in justifying the timing.
Consider integrating some questions to explore the prospect's situation and implications of waiting, as well as demonstrating value in moving forward now.
Score: 5