Stimulate. Calm. These are two related, but contrasting, selling concepts that new home sales people should master.
Stimulating emotion is a sure-fire way to get attention from prospective customers. But you don’t want to drop the ball there. You must then immediately calm the mind so your prospects’ fears, like selling their current home, are relieved.
Fear paralyzes thinking because it’s an instinctive response. Because fear is an overwhelming natural response, it shuts off the thinking part of the brain. While you want to stimulate emotion, you need to quickly calm the mind and let the emotion cool down to unblock decision making. You can begin to calm the mind by presenting new information—a solution—for your audience to moderate their mood.
And what better solution for your prospect new home buyer than to tell them about our Reduced Fee Program where I’ll slash my fee from 6% to 3% + $425, saving them thousands of dollars in cash money to use for upgrades, or reduce their mortgage payment to fit their budget.
If your customer needs more options, mention our Bridge Loan Program… or our Guaranteed Purchase Program where I’ll simply buy their home! Or are they stuck in a lease? Our Lease Buyout Program may be the perfect solution!!