“take note: the dates on this calendar are much closer together than they seem to be.” anonymous Real estate agents consider the spring season to be one of the most crucial seasons of the year. why? The thawing process starts. It is not the melting of snow that is thawing, but rather the activity in the real estate market. It is the time of year when all of the people who are on your “wait list” — those who have said that they are going to wait to purchase or sell – start to emerge from their prolonged state of dormancy. At the very least, you are hoping that they will do it. and the finest piece of advise I can provide is to be present to meet them. not only that, but you need also establish communication with them and take the initiative to do so. It is essential to keep in mind that these individuals have previously engaged in the practice of procrastination, and you do not want them to engage in it once again. They are on the fence, and it is your responsibility to convince them to change their minds and assist them in resolving their real estate requirements. How can you convince them to change their minds? My advice is as follows: Explain to them what they could miss out on if they delay. There is one thing that all customers who are confronted with a purchasing circumstance have in common: they do not want to miss out on anything that is of high quality. It is a very persuasive factor. It is for this reason that you will always find a deadline date attached to almost anything that is being offered. It creates a situation that is straightforward yet very successful, in which individuals feel obliged to take action in order to avoid losing out on something. And it’s so easy: if you take action by this date, you won’t be missing out. As a matter of fact, you are successful if you get a better price or any other advantage. This strategy is not only failsafe, but you should use it on a daily basis. Consider interest rates when it comes to real estate. If they are forecast to increase, prospective buyers need to take action or risk losing money on their monthly mortgage payments. Additionally, suppliers run the risk of losing potential customers. Provide instances of other customers who did not wait for their turn. The term “social proof” is often used by marketing instructors. In order to determine how they ought to behave, individuals look at what other people do. As an example, have you ever seen that those who are waiting to cross a busy street would follow the one who chooses to walk despite the presence of a bright red hand sign? Given that there are no automobiles approaching, he decides to stroll. …and the rest of the people are right beside him! With regard to sales, the same logic applies. People are going to purchase the same things that other people are purchasing. Take into consideration the lengthy queues that form outside of Apple shops whenever a new iPhone is released. The call should not be a sales call; rather, it should be an instructive call. Simply put, make it seem as if you are doing the call a favor. I am providing them with information that might be of use to them. The concept of reciprocity is introduced here, which is still another strong persuasive aspect. When you are the recipient of a favor from another person, you often feel inclined to repay that favor. I’ll scratch your back if you choose to scratch mine. Like a charm, it has been effective for aeons, and it continues to be effective now. I would want to hear from you. I was wondering what your intentions are to get in touch with the people that are on your waiting list. What are some ways that you may improve the effectiveness of such calls so that potential customers are more responsive to your message? You have a script that you could improve, don’t you?
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