Dialogues to Get Potential Sellers Off the Fence | Confidence & Conversion

The Tom Ferry Podcast Experience

Tom Ferry

Education, Self-improvement, Business

4.8 • 1.1K Ratings

🗓️ 14 January 2022

⏱️ 10 minutes

🔗️ Recording | iTunes | RSS

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Summary

Welcome to Confidence & Conversion! This show is all about feeding you ideas and dialogues so you can conduct more productive conversations with prospects. On this premiere episode, super coach Jeff Mays joins me to discuss how to use the announced mortgage interest rate hikes to your advantage to get potential sellers off the fence and on the market. We share some tips on how to have this conversation and dialogues to use, do some role playing, and talk about what matters most to homeowners today – all in just 10 minutes!

Transcript

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0:00.0	Hey, welcome back to the Confidence and Conversion Show. Today, I've got legendary coach Jeff
0:11.1	Mays, who's going to help us move sellers from a place of uncertainty to certainty to
0:17.9	get them off the fence and ultimately on the market. Welcome to the show, Jeff.
0:22.8	Hey, thanks for having me, Tom. This is amazing. Love this.
0:26.4	Yeah, man. So what are you finding to be the best dialogue to educate the seller to get
0:30.8	them to take action? You know, I think that we got to recognize that the fed said a month ago,
0:36.8	and this is the first time that they said that they're going to raise rates three times this year.
0:40.9	You saw that, didn't you? Yep. And this is the first time they put it in writing,
0:45.5	hey guys, they're giving us a head start. They're basically saying they're going to do this in March
0:51.2	and then maybe June and July and then October. And most people are foreseeing rates to be about
0:57.0	four percent or higher at the end of the year. It's going to be a little different market.
1:02.6	Still going to be a super strong market. So what we need to be saying right now, if I was you,
1:08.5	I would be calling sellers and saying this kind of dialogue. Can I go through this with you?
1:13.5	Really Tom? Please. Here's the dialogue. You know, we want to start off with a question, you know,
1:19.3	at some point, this is, you know, this is a service call. This is not a sales call.
1:25.4	And you know that all sales start with a conversation. And we just want to get into a conversation
1:31.6	with them. And at some point in this conversation, I would ask him, hey Tom, did you see what the feds
1:37.6	announced in December? Did you see that? Yeah, something about raising the rates two or three times.
1:43.0	Yeah, they said they're going to raise it three times. And you know, the key here is if you're
1:48.4	thinking of moving really this year or maybe the next year, let's get together and let's just talk
1:54.8	about how these rate increases could affect the value of your home. Do you have time to get together?
2:01.2	What does your week look like? How about Thursday or Friday? Yeah, Thursday, Thursday is good. I mean,
	...

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