real estate
Sales Assessment Results
63
Developing Closer
10 questions
Maximum score: 100
Completed in
Your performance shows some promising strengths, particularly in your ability to engage prospects with empathy and a collaborative approach. You’ve demonstrated a solid understanding of consultative selling, especially when you invite prospects to explore their needs and lifestyle requirements. However, there’s a consistent pattern of missing depth in your responses, particularly when it comes to addressing concerns about affordability and providing specific solutions. This is a critical area that needs your attention.
To elevate your game, consider diving deeper into solution-focused approaches and honing your closing techniques. Practicing the AIDA model could help you guide prospects through their decision-making process more effectively, while refining your objection handling techniques will empower you to address concerns with confidence and clarity.
Here’s your coaching moment: remember that every conversation is an opportunity to build trust and provide value. Don’t just focus on answering questions; think of ways to engage and uncover deeper insights into your prospects’ needs. The more you listen and adapt your approach, the closer you’ll get to closing those deals.
Question Breakdown
1.
4
/ 10Question:
"I'm worried about how monthly payments might affect my current budget—what if I can’t afford this?"
Answer:
I understand. If you cannot afford it or it does not fit within your budget then we will find something that will.
Feedback:
While your response expresses understanding, it lacks depth in addressing the prospect's concern about affordability. A more effective approach would involve exploring the prospect's specific budget constraints and offering potential solutions, such as different financing options or properties that might better suit their financial situation. Additionally, asking questions to uncover more about their budget and needs could enhance the conversation. Overall, the response was clear but could benefit from a stronger solution-focused approach and active listening.
Score: 4/10
2.
7
/ 10Question:
"I saw a similar property listed for a lower price; why should I consider this one?"
Answer:
There are many factors that go into pricing a property, lets compare them side by side and break down why there is a variance in pricing.
Feedback:
The response effectively addresses the prospect's concern by suggesting a comparison of properties, which shows a willingness to engage in a detailed discussion. However, it could benefit from more clarity and a stronger closing technique. For instance, after outlining the factors influencing the price, the salesperson could highlight unique features or advantages of the property in question. This would not only demonstrate value but also create urgency and a compelling reason to consider this property over the cheaper option. Overall, while the response shows a good collaborative approach, it lacks a bit of depth in exploring and demonstrating value.
Score: 7
3.
6
/ 10Question:
"The timing feels off—I have other projects I need to focus on right now."
Answer:
I understand completely! Lets sit down and see how these other projects fit with our current goals and what we can do to integrate our current goals with our current projects
Feedback:
The response shows a good level of understanding and empathy towards the prospect's situation, which is crucial in real estate sales. However, it lacks a clear direction or closing technique that could help move the conversation forward. A more effective approach could involve asking open-ended questions to uncover the specific projects the prospect is focused on and how your offering could align with their priorities. Additionally, offering a suggestion for a follow-up meeting could help create a sense of urgency or importance. Overall, the response is collaborative but needs more focus on integrating the prospect's projects with your goals and providing a clear next step.
4.
7
/ 10Question:
"I'm not sure if this fits my lifestyle; what if it feels cramped once I move in?"
Answer:
Which aspects of your current lifestyle are you concerned with? Lets analyze what our current lifestyle and space requirements look like and see if they fit with this property. If they dont we will find a property that more accurately aligns with your lifestyle and the space you need
Feedback:
The response effectively addresses the concern by inviting the prospect to explore their current lifestyle and space requirements, which is a good way to engage in a consultative approach. It demonstrates curiosity by asking questions about their lifestyle, which is crucial for understanding their needs. However, the tone could be slightly more reassuring to alleviate the fear of feeling cramped. Additionally, a closing technique might have been beneficial to steer the conversation towards a solution or next step, such as scheduling a viewing or discussing specific features of the property that align with their lifestyle. Overall, it's a solid response but could use a little more warmth and direction.
5.
8
/ 10Question:
"I need to check with my partner before making any decisions about this property."
Answer:
I understand completely! I would love to include them in the decision making process, lets set a date and time that aligns with our collective schedules to sit down and address any potential concerns or needs that your partner has and how they align with our current goals
Feedback:
Your response effectively acknowledges the prospect's need to consult their partner, which is great for building rapport. You proposed a collaborative approach by suggesting a meeting, which shows that you're willing to engage and address any concerns. However, you could enhance your response by asking a couple of questions to better understand what specific concerns or needs the partner might have. This would demonstrate curiosity and a deeper commitment to solving their potential issues. Overall, a solid effort that could benefit from a bit more discovery and exploration of value.
Score: 8
6.
6
/ 10Question:
"Is there a guarantee that I won't face unexpected repair costs soon after buying?"
Answer:
While there are never any guarantees regarding the future, we will have thorough inspections and appraisals done that will give us an accurate idea of what we could be facing in the immediate and in the future. If you feel there are any areas that we should delve further into after the completion of our inspections then we will prioritize further inspections to ensure you are 100% confident in what you are purchasing
Feedback:
The response effectively acknowledges the concern about unexpected repair costs but lacks a bit of reassurance that could help build trust. While the mention of thorough inspections is good, it's also important to emphasize the value of these inspections as a protective measure. Additionally, the response could benefit from a more empathetic tone, acknowledging the buyer's anxiety about potential costs. A closing technique could also be employed here, such as suggesting a follow-up meeting to discuss any specific concerns they might have. Overall, it's a solid foundation but could be enhanced with more emotional connection and a proactive closing approach.
7.
7
/ 10Question:
"I’ve heard mixed reviews about the area—what if the neighborhood doesn't meet my expectations?"
Answer:
That is a wonderful question! Let me reach out to a few residents in the area and get their individual perspectives on how the community has changed over the years. I am also happy to dedicate as much time as you need to exploring the community and determining if this area is right for you
Feedback:
The response effectively acknowledges the prospect's concern and offers a proactive solution by reaching out to residents, which demonstrates active listening and a collaborative approach. However, it could be improved by incorporating more details about the benefits of the neighborhood or providing specific examples of positive changes to address the mixed reviews. Additionally, asking the prospect specific questions about their expectations would show curiosity and help tailor the information provided. Overall, the tone is friendly and accommodating, appropriate for the real estate industry, but it lacks a stronger closing technique to encourage movement toward a decision.
8.
7
/ 10Question:
"I’m concerned about the long-term investment; what if property values decline?"
Answer:
I understand your concern, we always want to be confident that we are making a sound investment. Historically, there have been periods where the real estate market has dipped, however if we look at the historical data of the area and the historical data in general surrounding the real estate market we will see that property values have been increasing consistently over time. Each time we experience a dip, we eventually see it rebound and increase to new heights. Over a long enough time line there is no doubt that real estate always increases.
Feedback:
The response effectively acknowledges the prospect's concern about long-term investment and property value decline. It uses historical data as a reference point, which is relevant in the real estate industry. However, while the response is informative, it could have been strengthened by incorporating a more solution-focused approach, such as discussing specific market trends or providing reassurance on the property's long-term potential. Additionally, adding a question to explore the prospect's investment timeline or goals would show curiosity and discovery, creating a more collaborative dialogue. Overall, the tone is appropriate, but the response could benefit from a more engaging style.
Score: 7
9.
7
/ 10Question:
"Can you help me understand how this property aligns with my company's future goals?"
Answer:
Absolutely! Can you please outline your company's future goals for me so that we can collaborate and pinpoint how this property does or does not align with those goals. This will allow us to determine whether or not this property has a synergistic fit with the future goals of your company
Feedback:
The response effectively addresses the prospect's concern by asking for clarification on their company's future goals, which demonstrates curiosity and a collaborative approach. It shows that the salesperson is willing to engage in a discussion that explores how the property aligns with those goals, which is essential in real estate. However, the tone could be slightly more personable and less formal to build rapport better. Additionally, incorporating some insights about how similar properties have successfully aligned with clients' goals in the past could have enhanced the value exploration aspect of the response. Overall, it’s a good effort but could benefit from a more engaging tone and added value.
Score: 7/10
10.
4
/ 10Question:
"What support do you offer after the purchase to ensure everything goes smoothly?"
Answer:
I wear many hats, im a handy man, a mover, a real estate agent, a shoulder to cry on, your best buddy, or just the guy that sends you a christmas card each year. My ultimate goal is to bring you value in whichever realm of life that you may need.
Feedback:
While your response shows a friendly and personable approach, it lacks specificity regarding the actual support offered post-purchase. Real estate clients often look for concrete examples of how you'll assist them, such as guidance through the closing process, referrals for contractors, or assistance with property management. Your tone is warm, which is great for building rapport, but consider including more actionable details to reinforce your value proposition. Additionally, summarizing your support in a structured way could enhance clarity and impact. Overall, it feels more like a friendly chat than a professional response.
Score: 4/10