Conversations That Drive Decisions - Techniques to Influence and Close Deals

This REIGNation meeting, led by Edmund, centered on techniques for initiating and engaging in conversations that lead to business opportunities in real estate. Emphasis was placed on the courage needed to break into conversations, even in potentially sensitive situations like after a death. The group discussed various icebreaker strategies and role-played scenarios to practice these skills, highlighting the need for persistence and overcoming the fear of rejection. Edmund introduced a powerful conversation starter: "I don't know if it's right for you, but..." as a non-threatening way to engage potential clients. The session underscored that while someone will always get the deal, the objective is to ensure that it is you.

Key Takeaways

• Initiating Conversations:

  • Breaking into conversations is crucial for generating business opportunities.
  • Approaching sensitive situations professionally can lead to potential listings.

• Icebreaker Strategies:

  • Practicing icebreakers and conversation starters in a safe environment helps build confidence.
  • Specific phrase: "I don't know if it's right for you, but..." is effective and non-threatening.

• Persistence and Rejection:

  • Persistence is key; someone will get the deal, so it should be you.
  • Overcoming fear of rejection is essential for success in real estate.

• Regular Small Actions:

  • Regular, small actions (like writing two notes daily) can lead to significant results over time.

Actionable Recommendations

• Practice Key Phrases:

  • Write down and practice using the phrase "I don't know if it's right for you, but..." in various scenarios.

• Develop and Use Icebreakers:

  • Develop a list of icebreakers for different situations and practice them regularly.

• Engage in Conversations:

  • Set a goal to break into at least one conversation per day or week to build confidence.
  • When overhearing relevant conversations, find a way to contribute value without being pushy.

• Follow Up Quickly:

  • Follow up on potential leads quickly, as people tend to forget business cards or brief interactions.

• Utilize Networking Events:

  • Use networking events or social gatherings as opportunities to practice conversation skills.

• Professional Approach in Sensitive Situations:

  • Remember that professional services are needed even in sensitive situations - approach with respect but don't shy away from offering help.

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