When you walk into appointments with every line scripted and rehearsed you run the risk of steamrolling your clients and your chances.
Anxiety, adrenaline and note memorization leave some agents unresponsive to what their clients want and need. If your presentation is exactly the same for every client, you’re a robot — not a professional.
Here are some simple steps to help elevate your preparation and presentation:
Step 1: Know your value
What do you bring to the client’s table? Why should they choose you? What will you do to help them reach their goals? Your perspective client’s motivation is based on perceived benefits less perceived costs.
You must be well-prepared to present the benefits you offer succinctly and in the best light possible.
Step 2: Do your homework