Delivery and Sales Psychology | Live Real Estate Cold Call Training | Probate Role Play #57
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Full Call Recap With Additional Training Resources: https://alltheleads.com/ccva/probate-leads-training-july-2020/cold-calling-probate-leads-57/
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Probate Mastery - 3-Day Training to Earn a CPE Designation: http://alltheleads.com/education-training
ROLE PLAY #1: Problem, Solution, Appointment: Getting Your Cold Call Script In Order (3:10 )
Mike from Florida role plays as the probate specialist.
-Get empathetic and understand all the problems a family could be facing.
-Get clear on everything you can offer.
-When calling, ask questions and have a conversation, build rapport, THEN deliver your offer with confidence and energy.
-Mike uses the Squatter Possibility/Offer to post No-Trespassing signs to solidify an appointment quickly.
-Chad demonstrates how to illustrate a scenario and bring emotions to the surface.
-Bruce coaches Mike on how to lead with curiosity, not closing statements.
ROLE PLAY #2: Identifying Hidden Opportunities and Offering Creative Solutions (27:58 )
Dan from Seattle role plays as the probate specialist.
Major lessons here:
-It’s GOOD to have personality on the phone!
-When dealing with touchy subjects, use open-ended questions instead for discovery.
-Identify opportunities and offer multiple options.
-Get local, and get affirmation.
-Dan uses a spontaneous joke and keeps Bruce on the phone.
-Be Comfortable with Silence: Dan does a great job letting silence hang so -Bruce would open up and respond.
-Chad breaks down how Dan could have taken what he learned through discovery and offered creative options for the situations/motivations surrounding Bruce and his sister’s situation.
-Dan allowed Bruce to throw away his feeling of hesitation - This likely solidified the appointment so Dan can avoid a cancelation or no-show.
BONUS: Handling Objections: "Call us back in a few weeks..." https://alltheleads.com/handling-objections-probate-listings/