This was my schedule on that particular day:
10am: Zoom Appointment with a prospect
2pm: Showflat
4pm: Another Showflat
6.30pm: Conclusion with buyer
9pm: Briefing with seller
Ever wondered how I spend my day in my real estate business?
Last month, I happened to bring an experienced agent who just joined me to follow me for 1 whole day of appointments since 10am.
She came over to my place, sat beside me while I did my presentations to my new leads via Zoom.
(My new leads are all from Facebook)
I showed her how do I do an interactive presentation and ensuring it is a 2 way communication.
I asked client for answers, client asked me questions and then I answer.
That kind of presentation.
Understanding client’s needs, accepting client’s requirements and then suggested alternatives.
All done via zoom in a chit chat friendly manner.
They were supposed to buy a resale HDB.
But instead will be exploring a new property with me after weighing all the pros and cons involved.
When to explore? The following day.
At 2pm – I bring another lead to a showflat before I get the seller to accept the incoming offer.
That step will conclude their upgrading journey.
I showed her how I chose the correct unit, delivered my thoughts on choosing the correct unit and understanding the client’s concerns.
Most importantly – I addressed all their concerns tactfully.
For this experienced agent who tagged along with me: I reminded her that the “salesperson” side of her was too obvious – especially when she showed how she planned to present the product to my client.
⚠️⚠️⚠️This is a very fatal (and common) mistake in sales
Along the way, she showed me that her client was asking her some “questions”.
And I assisted her how to really understand the meaning behind her client “questions” – by asking a few more questions to her client “questions”.
Basically – help facilitate her client’s thought process.
And lastly:
Brought her along to a 9pm listing presentation on how to advise clients to pack up their place.
The goal – To make it like a showflat that so you can help them sell their unit easily.
And they will understand your intention and follow up closely on what we as the agent suggest.
Reminded them how to be ready to sell at the 1st offer – which is the most beneficial for the seller.
10am to 10pm.
It was a long day packed with appointments.
At the end of the day, she tells me – she feels very stressed…
- She is thinking that whatever she have been doing is all wrong 😅😅
- She think she feels that she is back in kindergarten of the real estate business.
- And she thinks her previous closings seemed to be by luck.
- Now she understands how I can consistently get results.
All agents should understand this: All presentations are done systematically by skills.
Usually, there is no chance that all the processes can be done and observed within 1 single day.
But it just so happen that all is packed today.
After the whole day of activities and seeing me in action – she shared with me this:
“Gary, next time you do recruitment – you should just bring the agent out for 1 day to your appointments.
They will surely join you after that.
Cos there is too much to learn from you 😅😅😅”
I always say that I am fortunate to have all these activities for myself so regularly. This was all a system that was developed and consistently nurtured.
There are slots available to show my agents how I do everything in a systematic real estate business.
And I am really blessed to always have my best boss Alex Goh to take care of the big environment on the training side to equip us with all the new investment concepts.
I will show my agents step-by-step on what he has taught in class so they can apply in real-life.
Theory in training class.
Practical session with me.
#GarySeahAssociates
#AlexGohDivision