In this episode, I dive deep into a common frustration for anyone in sales—getting ghosted. Lisa, one of my students, brought a lead to our session where the seller went silent after initially agreeing to a deal. Together, we unpacked a series of strategies to bring back unresponsive leads, from crafting simple yet powerful messages to uncovering hidden objections without feeling “pushy.”

This skillset has been essential for me, and I'm excited to show you how to use it to close more deals. Whether it’s overcoming objections or asking the right questions, the principles here are invaluable for anyone in real estate or sales.

Key Takeaways:

• Record Your Appointments: Capturing interactions on Zoom or in person helps identify areas for improvement and ensures clarity on any agreements made.
• One Question at a Time: When following up, keep it simple. A single, no-pressure question can open up the conversation with an unresponsive lead.
• Ask “Go-for-No” Questions: Frame questions that are easy to answer with a “no” (e.g., “Have you decided not to sell?”) to encourage genuine responses.
• Stay Solution-Focused: Instead of giving unsolicited advice, help clients see that your offer aligns with their needs and goals.
• Sell Your Vision: Success isn’t just about closing deals—it’s about helping people see the value in what you bring, from sellers to team members.

Resources:

• The Top 3 Reasons People Fail in Real Estate (And How to Overcome Them)
• Deal Machine (Discount code PIN)
• $40k in 40 Days Challenge
• Driving For Dollars Mastery
• Undercover Billionaire