Today we’re going to speak about something called the moments that matter. In business there are a few moments that matter and will make a huge amount of difference to your success. These moments are generally around prospecticg and the way offers are presented.
One of the first moments that matter for me is your ability to first of all get a list of 24 people in front of you for your 45-minute call session. To make the calls you also need a clear purpose or outcome-driven objective that you’d like to achieve out of the calls. The next moment that matters is setting your timer for 45 minutes and finally actually making the first call. Once you get those moments that matter in that right sequence and that right play, then you’ve got success.
Moments that matter inside of the listing presentation are pretty simple as well. The first part of that is all around the prelisting appointment, how the appointment’s set up, getting the expectation from the vendor around pricing, and making sure that you’re going to be meeting with all of the decision makers who will be selecting an agent.
Once you’ve done that, turning up to the property is critical to make sure that you’re on time and presented well. Once you’ve done that, the next component is then walking into the property, seeing the home, building repertoire with the customers, identification of all of their needs, selling the appropriate features and benefits that relate to their needs, trial closing consistently through the course of the presentation, and then after all of that handling their objections, and finally the moment that matters the most, getting them to sign the agency agreement.
Now if you think about it, all those moments that matter are going to have different areas of resistance, from you getting on the phone and not feeling like making the prospecting call, right the way through to asking the trial closes around the open times, the auction times when the property can be photographed.
So what’s absolutely critical is you start to think more in a process of the things that you need to do in order to get those moments that matter to really count. Let’s face it: no one in the general population just wants to be a number. No one wants to just be just another prospect. Ultimately everyone is out there looking for people to give them guidance and for them to become that trusted advisor. So really what you’ve got to start to think about is where are the moments that really matter in my business. Maybe for example it could be at the open for inspections, and that when you meet buyers the way that you take their details, the way that you follow up after the open for inspection determines your level of success from referrals.
I want you to stop worrying about trying to go through the business so quickly and start focusing on doing the right work until the job gets done. The moments that matter are absolutely critical inside of your real estate business, and if you start to think about those critical processes you will actually get better results.