Energize Your Language and Talking Points to Activate Your Buyers | Confidence & Conversion

The Tom Ferry Podcast Experience

Tom Ferry

Education, Business, Self-improvement

4.7 • 1.1K Ratings

🗓️ 17 June 2022

⏱️ 18 minutes

🔗️ Recording | iTunes | RSS

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Summary

Competition is tough out there for agents, sure… but consider what it’s like for buyers right now… Demand is high, inventory is low, and interest rates have interested buyers sitting on the fence. If you’re going to get them off that fence and into a home, you need to be working with the right knowledge and the right language. Lucky for you, I have Byron Lazine with me to give you some brilliant advice on educating your buyers about their wealth. Make sure to watch or listen, then start reconsidering your own special language you’re going to bring into conversations

Transcript

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0:00.0	So the markets made some adjustments.
0:05.9	We're in a higher interest rate environment and the question is, what are you doing differently
0:11.0	to get buyers off the fence and ultimately get your offers accepted and move people forward?
0:16.5	Let's talk confidence and conversion with the man, Byron Lezine, the one team at William
0:21.7	Ravens, Byron, how are you, man?
0:23.3	Doing great.
0:24.3	Awesome.
0:25.3	So you're inside the office and I'm like, we got to do a show and I said to you, hey, man,
0:28.5	can you talk about what you say to your agents to get that and you're like, I just said
0:32.7	this yesterday was one of my agents.
0:33.9	Just did it.
0:34.9	So help us unpack what are some of the tactics, the things that you're asking your agents
0:39.9	to say and do that are getting uncertain buyers off the fence?
0:43.8	Well, the agents that are going to win in this environment are the ones that start with
0:48.4	actually taking a step back and asking really specific questions, right?
0:54.3	There's so many agents out there that are just like, I got to get to the finish.
0:56.8	I get to the office standpoint, so I close a commission check, starts with the questions
1:02.1	you're asking the buyer.
1:03.5	So why are you buying a house right now?
1:07.6	How long do you envision being in this home?
1:11.4	Because of a buyer says, well, probably 12 months, then we're probably talking about
1:15.3	your renting, right?
	...

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