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Tactic 5 – Get To The Table – Lead Conversion – Set Appointments
TRACKING IS NON-NEGOTIABLE – We can’t possibly KNOW what is working if we are not purposefully and intentionally TRACKING
NAR – “Approximately two-thirds of all buyers and sellers only interview ONE agent and approximately half of the remainder only interview two. Getting ‘to the table’ first or second is what matters.”
Lead Conversion
Introduction
The Table
NAR – “Approximately two-thirds of all buyers and sellers only interview ONE agent and approximately half of the remainder only interview two. Getting ‘to the table’ first or second is what matters.”
The Lead Conversion Process
Capture, Connect and Close
Capturing
Connecting
The Six Connection Questions
Closing
Asking
Ten Classic Closes that Work
The Decision Continuum
Responding
Cultivating Lead for Future Conversion
Gary and The Box
The Seller Table That Matters
Be a Lead Converter
Lead Conversion Scripts
Connecting
The Six Connection Questions
Closing
Asking
Ten Classic Closes that Work
The Decision Continuum
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David Breckheimer
Cultivate Wins – Real Estate Coaching and Training
Personal and Professional Development
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