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Welcome to the Tom Ferry Show!
Hey everybody, welcome to the Tom Ferry Show Episode 8.
Wanna give big shout out to my friend’s bangbang.com the one’s who behind the camera today while we are shooting this
So let me ask you a question.
Does what you say MATTER?
Do the questions you ask consumers MATTER?
I know for the last few show people talking about marketing and innovation.
and every possible way that you can connect and engage with customers.
When you get there,
the question you ask matter, I say ” they are the game changer. “
It’s the difference between getting the listing and not get your listing,
getting the appointment and not getting the appointment.
And what I know is this–
sometimes, it’s just adding one,
two or three easy questions into your arsenal, and to that bag of tricks,
So when you are engaging with someone,
you got something great to ask to absolutely find that next listing opportunity.
So here’s three simple great questions
that I want you ask every person you meet.
Question No.1: Have you had any thoughts of selling?
Have you had any thoughts of selling?
Now Think about that simple question that you’re ganna ask it.
And if you look for this “Ahh… “
If you give me the “Ahh… “
That means they’ve been thinking about selling.
如果他们很确定地跟你说 完全没想过 那就是没戏了
If they gave you the definitive, “Absolutely not.” You know, no problem.
但是如果他们回答 额… 你就要接着问下去了
If they give you a “Ahh.”, you might wanna ask a follow up question
So if you were to sell like, “Where would you guys go?
Like What’s your dream? Where do you want to be?” And you can explore a little bit.
I also find another great question to consider:
By the way I’d put down a little bonus question is right here
At what price would you become a seller?
What a great question to follow up with a “Ahh..” person
At what price would you become a seller?
Everybody’s got a price. So watch this,
Say you ask him the first question, Have you had any thoughts of selling? Just casually maybe over a coffee and they say
然后他说 不 我对现在财政赤字很满意 然后我就会问第二个问题
No, we are very happy we are red. I’d go to question NO.2
Well, You must know someone who has thoughts of selling, you must know somebody that has thoughts of selling.
记住 当前房地产市场最棒的就是 你能坐在费城的某个地方
Remember, the beautiful thing about real estate today, is you could be sitting somewhere in Philadelphia
and someone says, “Well, you know, as a matter of fact, I know someone whose thinking about selling in New York City, or in South Florida.”
And there’s nothing better in real estate, than a referral fee. You with me?
你找到了一个很好的经纪人 你把机会让给他们 他们拿下了潜在客户 他们拿下了交易 最终你拿到一张支票
You find that other great agent, you send them the opportunity. They take the listing. They do the sale. You get a check at the end.
We like those deals.
So, we always want to be exploring, not just in our local market place,
Do you know anybody? But remember that you got maybe a more global approach, a global reach.
才能去问那个问题 注意了 我喜欢的第三个问题是
So when you ask that question,pay attention. The third question I love is,
Do you know anybody that tried to sell in the past and it just didn’t work out?
Do you know anybody that tried to sell in the past and it just didn’t work out? Now
我喜欢这个问题的原因是 它的关注点完全在卖方身上 我们去春季市场的时候需要些什么呢？
what I love about these questions is it’s all seller focused. And what do we need going into the Spring market?
我们需要机会去接触潜在客户 越多机会越好 不管是潜力大的客户
We need as many listing opportunities as we can, and whether that is a secured listing,
or it’s a pocket listing, or it’s someone that maybe they’re interested,
you want as many leads and opportunities as you can.
So you are doing all these great markets, and as you driving people back to your Lanny page
And they are letting you know they wanna know the value of their home.
I wanna ask these to secure who’s ready to move forward with me today.
So,those two little bonus questions are all matter to you
Again,bonus question No.1 At what price would you become a seller?
And that I really love this one, At what price are you no longer a seller?
Look, at the end of the day whoever asks the best questions,
那个知道要问什么问题 信心满满地去问 大摇大摆地去问的人
whoever knows what to say and says it with confidence, says it with some swagger.
is the one that’s going to win.
世界上所有的推销方式 如果不能把他们变成实打实的客户 在我看来就是没用的推销
All the marketing in the world without conversion to me it just isn’t worth it.
So short video this week just wanted to give you some questions that you can add into your tool box,
当你跟顾客聊天的时候 你只要问多了一个对的问题 你离成功拿下上市屋就踏进了一大步
so as you’re talking to customers, you can move the needle and get one step closer to more listing opportunities.
感谢观看 永远记住 你的策略一直很重要但是你的激情才是决定因素
So thank you so much for watching,remember always, your strategy matters and now more than ever, your passion rules!
感谢观看 如果喜欢的话 按下面的按钮加入我们的线上社区
Thanks for watching,if you love what you seeing here then click the button below to join our online community.
Absolutely free,thanks so much.
汤姆职场8 | 三个问题帮你得到更多客户