The Entrepreneur Forum | Financial Freedom | Starting a Business | Motivation | Money | Success

People that know Sales Psychology - Please Help!

Learn how to build wealth and win financial freedom the Fastlane way!

Say "NO" to mediocre living rife with jobs, ascetic frugality, and suffocating savings rituals— learn how to build a Fastlane business that pays both freedom and lifestyle affluence. Join more than 70,000 entrepreneurs who are making it happen.
Join for FREE Today
Get the books
Remove ads? Join Fastlane INSIDERS
(Registration removes this block)
Marketing, social media, advertising

JDE

Bronze Contributor
Speedway Pass
Jul 11, 2017
34
154
29
Edmonton
Background - In my business I help connect motivated house sellers with local investors who are looking to buy. If no investors are interested, usually the best option is listing on the market traditionally, which I can help with / do because I have my license.

So far I have been very laid back about it - I mention that I have my license and if they are interested in learning more about the listing process, to let me know.

Dilemma - I'm wondering if I should be more direct and actually go for the ask every time (ie would you be interested in meeting up /chatting about what that (listing process) would look like?

I have no background in sales and don't want to be pushy - but I'm wondering if you always go for the ask, or just put the information out there and if they contact you they contact you? Cheers!
 
Don't like ads? Remove them while supporting the forum: Subscribe to Fastlane Insiders.

Disciple96

Bronze Contributor
Read Rat-Race Escape!
Read Fastlane!
Read Unscripted!
Speedway Pass
Mar 5, 2016
128
173
USA
I'm not sure I have much advice for your specific situation but in general, sales is all about prequalifying leads, uncovering specific problems and pain points, presenting a tailored solution, and overcoming all objections the prospect may have before you even think about trying to "close" them.

What value do you offer over, say, RedFin? Or some other monolithic realty agency? Focus on that in your elevator pitch. Another important thing, DON'T overcome objections BEFORE they object. It will come off desperate and unhelpful.

They should pretty much close themselves after you've built enough rapport, validated their needs and they can trust you to solve their problems.

Keep a giving mentality about you and don't be pushy but DO be firm and show you're not trying to waste anyone's time with boilerplate nonsense. Try your hardest not to sound scripted or robotic. Definitely recommend refining an effective script, however.
Avoid corporate language, humanize yourself, as MJ would say.

Don't leave the ball in their court for too long... Be quick to follow up even if they don't show too much interest at first. Familiarity will help you and if you leave every prospect to their own devices, like, "keep me in mind, give me a call if you want to" they'll never call you.

Don't worry about hard selling. Hard selling is for people who push crappy products on people who don't want or need them. Not fastlaners building a productocracy.

I've been reading "Influence" by Robert Cialdini. I'm sure you'll get some good value out of that for more "psychological Jiu-Jitsu" related process-specific ideas.

Be ready to face a lot of rejection. If you close just 3 out of every 100 prequalified prospects, you're doing a damn good job from what I know.

As for the ask itself, be as specific as possible and assume interest. E.g. "WHEN would you like to sit down and talk more about this, I have some time on Monday or Wednesday (create scarcity to make yourself seem in-demand).

Don't oversell on first contact, keep it short and sweet (unless they show significant interest and aren't "busy" or whatever else BS objection they give you like "not interested". Just establish a relationship based on value-adds and legitimate interest in helping the prospect EVEN if you don't close a sale. Give away a little pro-tip if you like. Basically, GIVE value away for free and they'll feel much more interested in reciprocating.

Otherwise, keep kicking a$$ man. Good luck!
 
Last edited:

Andy Black

Pick a direction. Get started. Keep going.
Staff member
FASTLANE INSIDER
EPIC CONTRIBUTOR
Read Fastlane!
Speedway Pass
May 20, 2014
14,025
53,287
Ireland
I'm wondering if I should be more direct and actually go for the ask every time (ie would you be interested in meeting up /chatting about what that (listing process) would look like?
Try it and see what happens?

Personally I don’t ask, but maybe I should.
 

Johnny boy

Legendary Contributor
EPIC CONTRIBUTOR
Speedway Pass
May 9, 2017
1,746
8,438
25
Washington State
If they are motivated sellers then treat them like it.

"Hey, nice to meet you. I brought a 6-pack of beer because you get to celebrate"

"What for"

"I'm going to buy your house so you don't get foreclosed on, cheers!"
 
Don't like ads? Remove them while supporting the forum: Subscribe to Fastlane Insiders.

JDE

Bronze Contributor
Speedway Pass
Jul 11, 2017
34
154
29
Edmonton
I'm not sure I have much advice for your specific situation but in general, sales is all about prequalifying leads, uncovering specific problems and pain points, presenting a tailored solution, and overcoming all objections the prospect may have before you even think about trying to "close" them.

What value do you offer over, say, RedFin? Or some other monolithic realty agency? Focus on that in your elevator pitch. Another important thing, DON'T overcome objections BEFORE they object. It will come off desperate and unhelpful.

They should pretty much close themselves after you've built enough rapport, validated their needs and they can trust you to solve their problems.

Keep a giving mentality about you and don't be pushy but DO be firm and show you're not trying to waste anyone's time with boilerplate nonsense. Try your hardest not to sound scripted or robotic. Definitely recommend refining an effective script, however.
Avoid corporate language, humanize yourself, as MJ would say.

Don't leave the ball in their court for too long... Be quick to follow up even if they don't show too much interest at first. Familiarity will help you and if you leave every prospect to their own devices, like, "keep me in mind, give me a call if you want to" they'll never call you.

Don't worry about hard selling. Hard selling is for people who push crappy products on people who don't want or need them. Not fastlaners building a productocracy.

I've been reading "Influence" by Robert Cialdini. I'm sure you'll get some good value out of that for more "psychological Jiu-Jitsu" related process-specific ideas.

Be ready to face a lot of rejection. If you close just 3 out of every 100 prequalified prospects, you're doing a damn good job from what I know.

As for the ask itself, be as specific as possible and assume interest. E.g. "WHEN would you like to sit down and talk more about this, I have some time on Monday or Wednesday (create scarcity to make yourself seem in-demand).

Don't oversell on first contact, keep it short and sweet (unless they show significant interest and aren't "busy" or whatever else BS objection they give you like "not interested". Just establish a relationship based on value-adds and legitimate interest in helping the prospect EVEN if you don't close a sale. Give away a little pro-tip if you like. Basically, GIVE value away for free and they'll feel much more interested in reciprocating.

Otherwise, keep kicking a$$ man. Good luck!
This is all gold man cheers. I'll definitely keep this all in mind, I've definitely been doing the overcoming objections they might not even have thing for a while now.
 

Andy Black

Pick a direction. Get started. Keep going.
Staff member
FASTLANE INSIDER
EPIC CONTRIBUTOR
Read Fastlane!
Speedway Pass
May 20, 2014
14,025
53,287
Ireland

Kung Fu Steve

Legendary Contributor
FASTLANE INSIDER
EPIC CONTRIBUTOR
Summit Attendee
Speedway Pass
Jul 8, 2008
2,413
6,244
Road Warrior
I'm not sure what you mean by motivated sellers. Foreclosure? Probate? Tax Liens?

I train thousands of agents a week. If you want to build a business, you can't be running around with buyers, you need to control the listings. I'm assuming you're in Canada still and I'm stretching my memory on local laws of FSBOs or Expired Listings but I'm sure most of what applies to the U.S. applies there.

If you look up my buddy Borino on youtube you'll get some solid Real Estate coaching. He just passed away not too long ago and I'm helping them get on their feet. Some of the best real estate coaching on the planet.

You're going to have to get out of your own way though and help people. It's not about you, your fear of rejection, or your beliefs about sales -- it's about helping these families with one of the largest financial transactions of their life.
 
Don't like ads? Remove them while supporting the forum: Subscribe to Fastlane Insiders.

Post New Topic

Please SEARCH before posting.
Please select the BEST category.

Post new topic

Latest Posts

New Topics

Fastlane Insiders

View the forum AD FREE.
Private, unindexed content
Detailed process/execution threads
Ideas needing execution, more!

Join Fastlane Insiders.

Must Read Books...

Explore books recommended by MJ DeMarco and other members of the Fastlane entrepreneurial community.
Fastlane Bookstore
Top