Transformation Coach | I turn beginners & emerging stars into confident pros—teaching sales skills & the mindset to grow, lead & win. 🎙️ Time Tested Mastery
Johnson City, TN
Joined November 2022
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If every agent promises the same service, why wouldn’t a seller compare fees?
Give clients a difference they can understand.
Today’s blog:
timetestedmastery.com/when-e…
A clear next step protects a good conversation from becoming a forgotten one. Agree on what happens next, who will do it, and when you will reconnect.
Is your follow-up schedule based on the client’s circumstances, or mostly on how soon you would like another transaction?
When an agent brings you a difficult deal, help them gather the facts before offering a solution. A thoughtful diagnosis is part of good leadership.
Past clients are people whose lives keep changing after closing. Ask how the home is working for them. Stay interested even when there is no transaction to discuss.
ICYMI: I thought the customer didn’t understand me. Sometimes I hadn’t understood them.
Before another fact or rebuttal, ask: “What concerns you most about that?”
This week on Time Tested Mastery.
Full episode link in first comment.
#SalesSkills
A seller deserves to understand how their home compares with the alternatives buyers can purchase today. Make that comparison clear enough to support a decision.
A well-kept database helps you remember what matters to people. Record their needs and your commitments, then use those notes to make the next conversation more useful.
What have you learned about your client’s reason for moving that you could not have discovered from a property search?
You can recommend a course of action without rushing someone into it. Explain your reasoning, acknowledge the trade-offs, and leave room for questions.
When you need the business, can you still give the customer room to think?
TTM guest Allan Langer explores the human side of sales on Selling in the Dwelling.
Listen:
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#TimeTestedMastery
An appointment goal gives your prospecting direction. Review the conversations that led to appointments and learn what helped people feel ready for the next step.
Which part of your daily routine disappears first when you get a transaction? What would help you protect it?
Your team notices how you respond when business slows. Ask useful questions, help people prepare, and follow through on your commitments. Give them behavior they can learn from.
Choose a prospecting pace you can repeat tomorrow. A manageable daily commitment gives you more opportunities to learn, improve, and connect than an exhausting burst followed by silence.
DROPPED TODAY: Your job isn’t to get the client to buy. It’s to help them make a great decision.
“What are you hoping will be different if you wait?”
Better questions. Clearer decisions.
Time Tested Mastery.
Full episode link in first comment.
#RealEstateSales