Four moves that calm any caller

Hi ,

Next time you pick up the phone to call a new lead or someone in your database, try PSLV: (It sounds like P.S. Love) The idea is to get people on the phone and let them feel that you are there to help, not just another agent that wants to convert them on the spot. The consumer can feel your need to close a transaction and they can sense your commission breath. Follow these four steps below to do a much better job in conversation with someone you are first talking to. Check out the plan here.

1. Permission – “Hey Joe, thanks for visiting our website to search for homes. I know you probably won’t buy anytime soon, but I also don’t want to spam you with homes you won’t like. So tell me, what are you looking for so I can set up your right search.” Then shut up… 

2. Specific questions – “Are you looking to move into a house or a townhome?” dig deeper.

3. Listen – Pause, note their words, mirror key phrases. See where you can fit in any actual value to help. You’re the expert in real estate and in the area so listen to see where you can give some of that value. 

4. Value – Share one tip, tool, or local stat that meets their exact need. Then loop back: “Tell me more about that?”

5. Repeat.
   

Agents who run PSLV stay in control without sounding pushy. Print it near your screen until it turns into muscle memory. Below is my flow chart. 

Remember, if you want to get an influx of leads that you can test this out with, be one of the 10 people that we will open this “Conversations” program that I have been running for my team for a year. Our director of Tech will be running this one with me, so jump in. 

Reply “I’m in” or click the link below to pick your plan.

Keep moving,