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Got a minute? If you're a busy manager, that's about all you have. That's why Carla Cross, management coach, speaker, and author, has created this blog just for you, with ready-to-use tips to master management through people.
Jul
05

Why Your Agents Need to ‘Go Visual’

By

man and woman at tableDo your agents try to ‘tell’ their clients everything, or do they show them with credibility and evidence? If you’re not teaching your agents to ‘back up their mouths’ with the credibility of visuals (3rd party sources, statistics, graphs, etc.), you’re not helping them create trust and rapport with their clients!

This month, I’m featuring excerpts from my new 5th edition of Up and Running in 30 Days.

{Click here to see the updates in my fifth edition of Up and Running in 30 Days.}

Here’s one about the credibility/visual issue:

This week, I’ve asked you to start organizing your seller and buyer visual presentations. Why? Because I want to give you every bit of support, every bit of guidance, every bit of added edge I can to ensure you convert leads to customers and clients. Creating visual systems does five things for you:

  1. It makes you look credible and professional—we believe what we see, not what we hear.
  2. It is a self-teaching tool—you’ll learn how to counter those objections and how to present to buyers and sellers 100 percent faster with these tools than without them.
  3. You’ll learn how to best organize your presentation to flow smoothly.
  4. You’ll learn the visuals that best counter the common objections.
  5. It is a great confidence-building tool—you will never feel like you’re out on a limb without the answers to sellers’ and buyers’ questions.

Trying to give a professional presentation without the visuals is like trying to play a Mozart sonata just by listening to it. Trust me—as a musician. It can’t be done. Not only is it very difficult to remember what you wanted to say to a buyer or seller when you’re under stress, it just isn’t nearly effective for you. I know because I’ve had agents do listing presentations in class for other agents with visuals and without them. The agents without visuals were voted worse presenters and not as credible as those with visuals!

You’re Going to See and Hear the Good, the Bad, and the Ugly

When you talk to agents in your office about presentations and objections, you are going to be amazed. Some of the information you get will be very good. Some will be very outdated. Some will be outright wrong or bad. What may be stunning to you is the lack of substantiation for what agents tell you. Even though we’ve been teaching agents for years to “put your visuals where your mouth is,” most agents just think they can talk people into anything!

* Big Idea: Put your visuals where your mouth is.

Up and Running_5e larger

Are You Using the Best Start-Up Plan for your New Agents?

Does your plan have the detailed, prioritized checklists needed to assure a great start? Does it have built-in inspiration and motivation? Does it have dozens of tips to control the attitude? If not, you need Up and Running in 30 Days. Just out in its 5th edition, it’s the most successful book for new real estate agents ever!

Click here to see the updates in my fifth edition of Up and Running in 30 Days.

 

 

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