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With change being the only constant in life, are your agents aware of how shifting conditions can be used to move prospects forward in the home buying process? Certain changes, such as rising interest rates, create an element of circumstantial urgency that agents can capitalize on to close the sale, as Jason explains in his recent article for REALTORMag online. Read an excerpt below:

“The current economic climate naturally lends an element of circumstantial urgency to the home buying market. As a broker, your job is to teach your sales professionals to use this simple and timely message to move buyers forward in the process and close the deal. The larger lesson can last a lifetime, if you can coach your sales team to make the most of such times whenever they present themselves. Instruct them to approach prospects with circumstantial urgency in different ways, depending upon where they are in the purchase process, to move people closer to their goal of buying a new home.”

Click here to find out how agents can implement this strategy to target each buyer’s particular situation, as well as how the very act of teaching it can be used by you as an evaluation tool.

Here’s to earning what you’re worth!

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JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.

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