• orlando
    Keymaster
    Post count: 90
    #7396 |
  • David Diaz
    Participant
    Post count: 3
    #9615 |

    Hi Orlando.

    When we start working on this session, are we going to go over CMAs? to clean up some concepts?

    Thank You

  • Susana Ceccato
    Participant
    Post count: 15
    #6827 |

    If my client is a buyer what is the most important thing “its all about the client” and my fist presentation is by phone?

  • orlando
    Keymaster
    Post count: 90
    #6837 |

    Great question. Explain to the client the importance, for him, of you knowing the answer to the 5 key questions. You only have a few minutes to identify if the person is a true buyer and to make a great impression. Remember the quality of your business depends on the quality of your conversation with your clients and the quality of your conversations depends on the questions you ask.

    Ask the What, Where, Why, When, and the How Much. The key is to ask the questions in a conversational tone….. Is all about the client and identifying his needs, wants and possibilities

    Watch this video, it will clarify what I am explaining https://v1.montielorganization.com/topic/2-2-5-key-questions/

    Once you have clearly identified the answers to the 5 key questions you can make a real presentation (second call) and go over the 3-5 properties that have the characteristics explained in the 5 key questions.

    Make sure not to overwhelm the client with 10-15 properties, identify the 3-5 mostly likely to capture his interest and then show other options according to his/her feedback

    • This reply was modified 5 years, 4 months ago by  orlando.
    • This reply was modified 5 years, 4 months ago by  orlando.
    • This reply was modified 5 years, 2 months ago by  orlando.

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