Every real estate sales agent can make 2022 the “biggest year ever” by leveling up on one skill:
Nailing the pitch.
A solid pitch puts agents on a fast track to the close and creates excellent rapport with agents.
A sloppy pitch puts agents on a conveyer belt heading toward the exit and does little in the way of building trust with homeowners.
The best part?
Honing in on an excellent pitch isn’t rocket science. Agents don’t need to attend a $10,000 Tony Robbins event or memorize Never Split the Difference along with The Art Of the Deal. Contrary to popular belief, real estate agents don’t have to be charismatic to deliver an articulate pitch!
Phone Animal is in the business of making real estate sales jobs easier (and more lucrative).
Ditch your 20-point 20-minute pitch plan and follow these simple steps to nail your next pitch and get to the close.
Start With the Problem A Homeowner Has
People are constantly avoiding their problems. Nobody wants to feel pain, much less deal with it.
Confront homeowners with the one problem you, as the agent, help them avoid. Press into the pain they don’t want to feel.
Research shows a majority of homeowners are afraid of their home not selling. Whether it’s fire damage, a chaotic market, or pure anxiety most people are scared of putting a for sale sign on the front lawn… and never taking it down.
So make your opening line a one sentence reminder of the problem homeowners want to avoid:
“Listing your home for sale is scary because it feels like nobody will buy it.”
Position Yourself As the Solution To the Homeowner’s Problem
Solving problems is hard and feeling any tinge of pain sucks. Homeowners are eager to learn about any shortcut there is between pain and relief.
An agent like you is the shortcut homeowners are looking for.
As soon as you remind homeowners of the possibility of listing for months on end without a sale they’ll wonder if selling their home is worth the effort. Soothe their fear by following their problem up with your agency services as the solution:
“As a seller’s agent I stage your home, facilitate showings, vet potential buyers, and negotiate a closing price so your home is sold within three months.”
Your potential client just thought, “I thought I’d never sell my home. Now there’s a chance to sell it in three months!?”
Tease What Happens When People Don’t Work With You
Before you punctuate your pitch raise the stakes higher by painting a picture of what happens when homeowners don’t work with you.
Remember, this isn’t an opportunity to gossip or bash other agents in town. Many people in real estate play that game and it eventually comes back to haunt them.
To raise the stakes all you need to do is hint at the struggle selling a home without your agency services will be.
“Trying to facilitate, vet, negotiate, and sell on your own isn’t just a hassle -- it’s unmanageable!”
Give Homeowners Clear Next Steps
The final call to action is the most crucial part of an effective pitch. Don’t leave homeowners hanging, wondering what they’re supposed to do now that they know selling a home with an agent is easier than selling one without!
If you don’t give them clear next steps on how to work WITH YOU they’ll pick up the phone and call another real estate agent.
After you tease what not working with you looks like lay out the simple steps potential sellers have to take in order to sell their home with you. It can be as simple as this:
“Call me to schedule an appointment. We’ll meet in your home and we will walk through my plan to sell within the next three months.”
Now the homeowners who want to work with you know all they have to do is call you, schedule an appointment, and walk through your plan.
Put it all together and you get a quick, conversion ready pitch:
“Listing your home for sale is scary because it feels like nobody will buy it. As a seller’s agent I stage your home, facilitate showings, vet potential buyers, and negotiate a closing price so your home is sold within three months. Trying to facilitate, vet, negotiate, and sell on your own isn’t just a hassle -- it’s unmanageable! Call me to schedule an appointment. We’ll meet in your home and we will walk through my plan to sell within the next three months.”
In under 20 seconds you’ll deliver a pitch guaranteed to turn into listing meetings. Make 2022 the year of nailing the pitch and boosting your listings!