nembc presentation - john

8/4/2019 NEMBC Presentation - John

1/21

4/17/12

Advanced Persuasion

Skills for Managers andMortgage Professionals


2/21

4/17/12

About REIC

Founded by author, speaker, and coach John Alexandrovin 2004

Perceived in the industry as the Mercedes Benzcoaching company (top 1% agents)

Our Mission:REIC is an innovative real estate coaching and mediacompany that creates cutting edge coaching programs,

proven business strategies, and dynamic social mediamarketing systems.

We are dedicated to promoting our services with integrity,honesty and authenticity. Excellence is our standard andwe are passionately committed to the achievement of your

success. With REIC, you will confidently advance toward thefulfillment of your dreams.


3/21

4/17/12

This Presentation Will Cover:

The six step sales system that will double your

sales. How to be in control of any relationship from

the first contact to close. The 9 power words that will help you close

more sales. The two most important body language

techniques you will ever learn. Taking what works off-line and applying it

online.

Social Media applications for persuasion.


4/21

4/17/12

How People BuyRobert Cialdini: Social Psychologist, ASU

1. Reciprocation2. Commitment & Consistency3. Social Proof (Testimonials)4. Authority5. Liking

6. Urgency or Scarcity

Social Media Application: People ask theirfriends and family for advice and confirmation

(social proof) on who to hire.


5/21

4/17/12

How People BuyReciprocation: Give To Get!

What can we give our prospects to create thedesire to reciprocate and do business with us?

Free Reports. Checklists.

Social Media Application: Easy way to givefree reports, advice, coupons, free trials,

advanced notice of new services, members-only content


6/21

4/17/12

How People BuyCommitment & Consistency

Prequalifying. Outline your commitment to clients. Outline their commitment to you. Catch potential issues early before they

become real problems and deal breakers.

Social Media Application: Use social mediaconsistently and monitor mentions of your

company for better customer service.


7/21

4/17/12

How People BuySocial Proof: Let Others Tell Your Story

Awards & Recognition. Client Testimonials. Thank You Letters. Referrals.

Social Media Application: Let other peopletalk about you online and share their

experiences with as many people as theyknow.


8/21

4/17/12

How People BuyAuthority: Show Your Strength

Years in Business. Certifications & Education. Transactions. Average Time on Market. Get Quoted in Articles.

Social Media Application: The moreprofessionalyour social media presence is,the better people immediately perceive you

are. Create a video to stand-out (Amy


9/21

4/17/12

How People BuyLiking: We Like People Like Us

70% of In-Person Persuasion Based on Likability. Shared Interests. Create Rapport. Mirroring. Mimic.

Match.

Social Media Application: Researchingpeoples interests and mutual connections onSocial Media is one of the easiest ways to find

something to talk about.


10/21

4/17/12

How People BuyScarcity & Urgency: People Like Scarce Things

Create Competition (multiple offers). Just Listed Hot Property. Create Urgency. Price To Sell or Waste Time on Market.

Social Media Application: Use the 9 key wordsand phrases in your posts.


11/21

4/17/12

How To Be In Control Of AnyRelationship From The First

Contact To Close

Determine Place & Time Of Meetings. Create Environment Of Authority. Set Future Expectations.

Social Media Application: Initiate contact withnew contacts on Facebook or LinkedIn right

away.


12/21

4/17/12

Pay attention to peoplespatterns,

and then craft your bestresponse.


13/21

4/17/12

The Two Most ImportantBody Language Techniques

You Will Ever Learn

Whatever They Do, You Do. Hand Gestures.


14/21

4/17/12

The 9 Key Power Words ThatWill Help You Close More Sales

1) UNTIL

a) Some people also have concerns until they ___________.b) Some people are hesitant until they____________.c) Some people aren't fully convinced until they ____________.

Some people say that until they sit down and visit with us and then they arefully convinced.Some people say that until they _____________, and then they are fullyconvinced.

Until implies they will not realize the value of things UNTIL they do

what it is that you are asking them to do.


15/21

4/17/12


2) DISCOVERI wonder if you have discovered _________?I wonder if you have discovered how we can __________.It's called the discovery of an unrealized fact. It's a covert way topoint out something, fact or opinion, that you want people tonotice without telling them to directly notice.

3) WONDERa) I wonder when you will __________________?b) I wonder if you have fully realized all the ways we can help

you _______?I wonder implies that if they have not yet noticed, they'll now

notice as you point it out. This directs people to notice without


16/21

4/17/12


4) WHEN (NOT IF)a) When you ___________ you will _____________.b) When you think this through you will __________.c) When you use our service you will ____________.Why this works: When infers it WILL be done, not if, but when.

5) REALIZEa) When you realize just what we can do for you, you will

____________.b) Most (many) people never realize ___________ until ___________.Why this works:Just like I wonder. It points out what has not

yet been realized, without actually pointing it out.


17/21

4/17/12


6) BEFOREa) Yes, some other clients also said that before they________________.

b) Before you make the decision to move forward you might_________.

Before you decide to move forward, you might also want to

discover all the other ways we can ______ for you.Why this works: Before implies that they WILL do it. It's not amatter of if or when.

7) AFTER

a) After you use our services I'm sure you will ____________.b) After you learn more about us you will _____________.


18/21

4/17/12


8) PRIOR TOa) Most new clients used other means of sales prior to agreeingwe're the bestb) Prior to working with us, many clients just weren't satisfied withtheir agent.Similar to before. It's inferred they will act, it's just a

matter of when.

9) WHILEa) While you're thinking about how much we can help you, you can

_________.

b) While you look through the package you can think about how itcan _______.


19/21

4/17/12


* TWO BONUS WORDS! *

10) FIND YOURSELFa) You might find yourself __________ when you __________.b) You may find yourself totally sold after _________Find yourself works because it implies that if they have notfound themselves thinking/doing XZY, they can now do itbecause it has been pointed out to them.

11) RECOGNIZEa) I wonder if you recognize just how ______ working with us is?b) I wonder if you have recognized ___________________.Wh this works: It's a call to discover an unrealized fact. If the


20/21

4/17/12

Quick Reference Guide

Set Intent What do you want and expect to happen?

Take control (When appointments are set, discussion, meeting, agenda, process,etc.)

Create RapportMirror, Pace, Lead Mirror: Posture first, voice speed, on phone.Pace: Meet people where they are. Lead: With suggestions.)

Create States Set state (tone) for sell. Meet state, lead state. (Get in state first to

lead.)

Excite Imagination Just imagine that ______________. (Benefit is already had.)

Convincer Strategy What caused/convinced you to ________? (Feed theirstrategy back in the exact order they gave it to you. Meaning, order ofimportance.)

Create ExpectationYou're going to ______________. (Want them to think/believe.)

Unrealized Facts I wonder if you have noticed _________. (Want them to notice.)


21/21

4/17/12

Quick Reference Guide

Positive Association The more you positive action/thought, the more you willget benefit.(e.g.: The more you learn this material, the more money you will make.)

Negative AssociationThe more you negative action/thought, the more you willbad feeling.(e.g.: The longer you wait to act, the more money you will lose.)

Future Association As you're thinking about ____ (this) later you will _______.

Associate to Identity- If you're the kind of person that ________, then __________.

Shorten time frame for action: What would have to happen for you to_________?

Creating Certainty- If you knew absolutely for certain that (they would get whatthey want,) you would ____ wouldn't you? (What has to happen for you to know forcertain?)

Move People with pain Acknowledge pain turn it up break state offer solution

nembc presentation - john

Documents