Converting Real Estate Leads - Stop Educating Them and Start Consulting!

Many real estate agents use education to substitute for selling. It’s normal. It feels right. It feels safe. Sometimes it also works. After all, the agent is demonstrating knowledge which proves their value to the client. And agents don’t want to feel pushy or intrusive.

Education as Selling Takes Time and Lacks Control

Unfortunately, the “education as selling” approach also takes a long time and lacks control. Have you ever spent hours with a client and still not known if they were going to hire you or not? Have you ever lost a prospect while they “thought it over”…because someone else came along who was a better salesperson than you?

Is there a better way than “education” to be supportive and convincing, and to make prospects want to hire you? Yes.

A Better Way to Be Helpful without Being Pushy

The problem with the “education as a sales” approach is that YOU are doing most of the talking. But, as most top salespeople know, the person doing the most talking has the least control of the conversation.

So instead of talking (educating) *at* the prospect, start asking irresistible questions that help them process the information they already have rattling around inside their head. There’s so much to think about that you can be the biggest help by asking irresistible questions that help them engage with you and process their thoughts.

Irresistible questions are questions that seem to naturally make people want to answer.

Example of Using Irresistible Questions Instead of Education to Sell

For example, suppose a prospect is worried about spending too much on a house.You could take a while to educate the prospect about the cyclical, but supposedly ever-rising nature of the real estate market and how that will protect his investment. You could spend a while talking about tax deductions and write-offs, capital gains, and the joy of living in your own four walls.

Or you could take much less time and move much further into the decision by asking a question like, “How would your life be different if you were to buy this house?” He’ll start talking and you can ask additional questions to help him clarify his decision.

Asking great questions and listening well to the answers allows you to stay in control of the conversation and support the prospect in addressing his own objections.

Before you go prospecting, spend some time coming up with a list of irresistible questions that you could ask leads to help them address some of their own concerns and see you as more of a true consultant–someone who helps them make a decision.

Avoid the pitfalls and challenges that plague most Realtors!

I dispel the sales tactics most real estate agents are taught that actually create resistance, making it harder to grow your business! My name is Linda Schneider and I am the Personal Sales Trainer to experienced real estate agents who are re-learning how to sell and finding whole new levels of income.

Read about how to convert leads naturally, with dramatically more control and fantastic results through openhanded selling. Visit the following report—10 Secrets of Influence (that top consultative salespeople use to peacefully convert leads, handle objections, and ask for a commitment without “sounding or feeling like a salesperson”). Go here to read more: http://thewayofrealestate.com.