Episode 247: Negotiate Money Decisions Face - To - Face

Parade of Techniques:

1. If you have been in the Wickman family for a while, you know some of the dialogues, and especially the Referral Lead Generator, where we say “I’m expanding my business, who do you know who?”. But what do you say the second time you call? Or the third time? Or the fourth time?”.
2. So what does everybody have stuck to the ceiling or hidden away in a closet, not even installed? A smoke alarm!

Ask the Experts:

1. I met these people at an open house. I know they have to sell in order to buy. But somehow they revealed that the decision-makers and the people that will qualify for the loan are pretty much like, everybody in their family. Like they are all putting their hats in the ring to buy this next house — mom, dad, son, the son’s wife… That made me feel like, “Oh, this is going to be hard. This is going to be a waste of time. How am I going to make all these people make a decision? Of course, they want to buy one before they sell their house, but they can’t buy til they sell.”. How do I adjust my attitude? Cause I’m going to run screaming in the other direction.
2. I’ve got a listing appointment and the seller knows a past client of mine. And that’s how I got referred to them. And the past client sold their house in one day. So this seller’s expectations are, “Baboom, Badading, Bababoom! It’s gonna be done! No problem.” So, they’re interviewing people, and they send me an email that says, “Will you cut your commission?”.