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41 Cards in this Set
- Front
- Back
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Connection |
Connection |
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I’m calling about ______. Could you tell us about it? My DDO recommended we call you. Charlie sent us a brochure/PPM could you give us more info? I spoke to Charlie about _____. He said to talk to you. |
Oh for sure I can go thru all the details with you, but I was just curious what was it that attracted your attention. (After response) Was there anything else? |
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Follow up question to the previous two? |
Have you begun to zero in on what you’re looking for? Or what’s most important to you? Then leverage the answer to only what you sell like cost seg or 721 |
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What do you do? |
Well, you know how a lot of high net worth investors are sometimes concerned with their investments because of the volatility in the market up and down economic growth, and the central banking policy? What we do is we have real estate syndications very conservative very reasonable underwriting kicks out, cash flow, solid growth, includes tax benefits that are out there that a lot of people, including CPA, don’t know of- so we get pretty good returns with a lot less risk. It we do it in a way that gives access Question: do you invest in just stocks bonds mutual funds or do you like the other types of investments that in the past were usually just for wealthy people? |
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What do you need in a personalized intro? |
Problem Solution Question |
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Un responsive Follow up email should say… |
Hey Jim, tried to reach you a few times, didn’t hear back… Where should we go from here? |
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What is your purpose/intention? |
To help To love |
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What are the three connection questions in order? (Only three then transition to situation question) |
1) “Oh, for sure I can go through all the details with you if you’d like, but I was just curious when you went through the _____, what was it about it that attracted your attention?” 2) “Was there anything else that attracted your attention?” 3) “Do you know what you’re looking for?” (What’s most important) |
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Prospect: “Nice to meet you. What company did she say you are with? OK, I’m in a bit of a hurry, what are you selling?” |
New Model Salesperson: “Nice to meet you as well. I’m wondering whether the reason we are meeting today is that you heard that we’ve been proactive with cash flow and cost seg studies to more than quadruple your first year cash flow and wanted to hear about it? |
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Here’s how a pro calls a lead: (3 things) |
1.“Hi, Jane, this is Jeff Lebowski. I am with XYZ Company, my assistant Joelle said you were interested in talking about opportunity zone investments and how to eliminate risk and taxes. 2. I should probably start off by asking, have you found what you are looking for, or are you still looking for the lowest risk opportunity zone investments?” (Always ask, because if they have already found help, you would want to know that up front. Prospect: “No, I’m still looking.” 3. New Model Salesperson: “OK, I was just curious what was it about capital square that attracted your attention?” |
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How to set the frame of the call and disarm them. |
“If you don’t mind, can you bring me up to speed, tell me, what you’ve got going on - I may ask need a few details and I’ll know pretty quick if we can help, and fyi as you know we can’t help everyone but we’ll see.” |
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To get to the end goal, we must first learn what? |
a potential customer’s present situation is, what problems they’re having, the cause of those problems, and how said problems are affecting them (what emotion are they feeling). This must be done before we can offer our solution to see whether we can even help them. |
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SKIP New Model Salesperson: “Hi Mary, this is Charles Kane from XYZ Company. You recently asked us to send you information regarding our digital marketing strategies for small business owners, and I was calling you back to see whether we could possibly help you. Is this an appropriate time?” Prospect: “Yes, this is fine. I have a few minutes.” |
New Model Salesperson: “I should probably start out by asking you, have you found what you are looking for, or are you still looking for ways to get more qualified leads?” |
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Prospect: “Well, I guess I was just curious about what you guys do. We have a company now that helps us with this kind of stuff, so I was just more curious than anything else.” New Model Salesperson: “That’s not a problem.” |
This is a simple way to defuse the objection of already having a company. New Model Salesperson: “Yes, I can go through a few details if you’d like. It might be appropriate if I knew a little bit more about your company and what you do to see whether we could actually help you in the first place. For example, what type of marketing do you use to bring in new leads and clients?” |
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Problem Awareness questions: Always start off with: |
Whether they like what they have now “So barry, do you like the investments you have now?” |
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Instead of “just following up?” Or “just checking in” say: |
1) As promised, I’m calling to see if you had any questions on the cost seg study we sent? 2) I’m calling to see if it makes sense to move forward 3) I’ve got an idea that I wanted to get your opinion on … |
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What causes the most objections? |
Uncertainty |
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They probably know that they have a problem but they don’t know ___________? |
How bad or deep the problem is or how many more problems they have |
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The final message goes like this |
Hey bob, Just Tim - left you a few voice mails and emails but we don’t hear back Not sure if you got abducted by aliens or won the lottery retires and moved to Bali, crazy However because of my schedule this will be my last attempt to reach you- so if you want to reach me here’s my number one last time |
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Never use the F-word in sales (follow up) What should you say? |
Hey John, it’s Tim Cronic- I just had time to get back to you I know we talked a few weeks ago about you possibly needing help with a 1031 (and then go into the conversation) |
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I don’t like your fees? |
Are my fees most important to you or maximizing your return with low risk |
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Why would they say “this sounds good but I just want to look around a little more” |
You haven’t built a gap from where they are to where they want to be Then say “what are you hoping the other companies will say to you?” To narrow the objection |
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What should you do before you pitch your deal |
Build a gap from where they are to where they want to be |
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What happens when you pitch without building a gap |
No sale |
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If your selling to a family office you must understand who the |
Decision makers are |
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Why should you downplay how much they’re going to make |
They probably won’t believe the higher amount because they know you’re selling them something Say this: “well you know, it’s not the lottery but you’ll make 5% cash flow and 4% growth- so 10% a year so yeah not enough to retire haha Then they won’t push back and they’ll probably say something like- I don’t know that’s really good |
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To find out if objection is real or smokescreen say |
Lean in-lower tone Can I just ask you something? Between you and me “off the record” what’s really holding you back from moving forward Or What’s really holding you back from moving forward so that you can _____(repeat back what they said they wanted)
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The tone is how the interpret |
The intention behind the question you as Remember that! |
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What tone should you probably use the most |
Concerned tone |
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What if they have to cut my dividend? |
( confused tone here ) Oh …hmmm…I mean what would cause it not to work over the next three years if we’re in a housing crisis, in the path of American migration not to mention baby boomers all creating high demand and low supply |
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100% of the time do human beings buy on logic or emotion |
Emotion |
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Can you call me back next quarter? |
No problem I’ve only got a few minutes before my next zoom anyway, and just so you know I’m not quite sure we could even help you yet, it might not make sense youuu for us to even call you back next quarter, it’s probably best to know who u work with now and the results you’re getting from that just to see if we can help because seriously you might be better off with who you already have, I mean for example who do you mostly use now? |
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It’s not enough to help them see that they have a bunch of problems…you must get them to see… |
What it looks like in the future when the problems are solved We can’t tell them that cause they won’t listen- our questions allows them to tell themselves that- and they will always listen to themselves |
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Tell them the objection before they say it to help prevent it: Before someone says “I’m just looking” Say this: |
“Hey - you guys just out looking?” Prospect: “yeah we’re just looking” “Do you know what …you’re possibly…looking for ?” (Then move in to the sale)( you can use this for coverage, cash drag, etc.) |
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Bridging Don’t just go from question to question (they won’t feel understood) |
Incorporate their answers that the prospect is giving you rather than just moving on to the next question |
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When they say “honestly” What should we say: |
Playfully say: Thank you for being honest (Subconsciously they will know that we value honesty because we are honest) |
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When they tell you something that they want What question should you ask? |
So why is THIS so important to you now tho? Or So why is this so important to you NOW tho? That emphasis different things- the latter emphasizes a sense of urgency |
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Never start a zoom or any call and start off by saying “hey how are you doing today?” - they know you don’t care…how should you start it? |
Immediately get them thinking in terms of results Looks like you called about our DST program so you could learn about what we have in the pipeline so you could start getting cash flow, growth but also tax benefits that could bump you’re returns to 20% without the tenants toilets and trash Looks like you’re doing this so that you can…(repeat back the end result) |
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If you want to keep people out of the logical paradigmatic mode, what should you say? |
Instead of what do you “think”? Say
What do you “feel” about _____? |
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Transition phrase? |
Yeah man I enjoyed the chat I have a much better sense of what is going on, you know really the next step would be is we schedule a call with you and your CPA to go over xyz and how we would be able to solve abc problems that y’all mentioned…would that help you if we did that for you? |
