Just 2 seconds separates agents' success, failure

Stacey Moseley and Simon Parker

The first two seconds of your prospecting calls will determine 90 per cent of your success, a top performing US-based agent has claimed.

Talking at the Australian Real Estate Conference (AREC) earlier this week, Alan Shafran, from North San Diego County in southern California, said making this first two seconds count could yield an extra $100,000 to an agent’s business.

But rather than be overtly “professional” in your call, he said agents should be “friendly and outrageous”.

“Listen to what they say and what words they use, and imitate them,” he told attendees.

“When it came to dealing with prospective clients, Mr Shafran believed it was best to always approach everything in a consultative fashion.

“Always start by asking questions that show your care,” he said. “Ask what they are concerned about, or ask for their permission or if they have a moment to hear your concerns. Explain to them the situation and their options, and ask what they want to do.”

He said each situation should be handled in the same format, as it leaves the client feeling in control and secure that they made the best decision for themselves.

His ideal listing presentation would include a quick 30 second resume, along with an explanation about how he plans to communicate with them. A few questions would follow, and only then, once they felt comfortable with him, would they begin by reviewing the price.

Accompanying him would be an iPad, as he wanted to keep it simple. “All I want to do is make a connection,” he said. Building respect and being engaging were key.

“If they don’t like you then nothing you say will make sense,” he said.

Stacey Moseley and Simon Parker

The first two seconds of your prospecting calls will determine 90 per cent of your success, a top performing US-based agent has claimed.

Talking at the Australian Real Estate Conference (AREC) earlier this week, Alan Shafran, from North San Diego County in southern California, said making this first two seconds count could yield an extra $100,000 to an agent’s business.

But rather than be overtly “professional” in your call, he said agents should be “friendly and outrageous”.

“Listen to what they say and what words they use, and imitate them,” he told attendees.

“When it came to dealing with prospective clients, Mr Shafran believed it was best to always approach everything in a consultative fashion.

“Always start by asking questions that show your care,” he said. “Ask what they are concerned about, or ask for their permission or if they have a moment to hear your concerns. Explain to them the situation and their options, and ask what they want to do.”

He said each situation should be handled in the same format, as it leaves the client feeling in control and secure that they made the best decision for themselves.

His ideal listing presentation would include a quick 30 second resume, along with an explanation about how he plans to communicate with them. A few questions would follow, and only then, once they felt comfortable with him, would they begin by reviewing the price.

Accompanying him would be an iPad, as he wanted to keep it simple. “All I want to do is make a connection,” he said. Building respect and being engaging were key.

“If they don’t like you then nothing you say will make sense,” he said.

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