The Conversion Tactics Kathleen Black Teaches Her Top 1% Agents

Increasing conversion rates are on everyone’s mind, but what are the strategies that experts in the industry use to get more sales? Is memorizing a good script enough to convert over the phone? What happens when you are inundated with leads, and how do you weed out the bad from the good? In this episode, elite coach and team leader, Kathleen Black shares her tactics on converting at a higher level. 

"In real estate, we are still in an industry where we are predominantly relying on our art: our ability to connect with others and network." -Kathleen Black

 

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3 Things We Learned From This Episode

• Speak a universal language
  Communication is key in real estate. This is why relating to others is so important. Try to speak a language that is appealing to all personality types.
  
  
• Have a system you believe in
  Anyone can memorize a good script, but what makes the difference between a good and an excellent agent is the ability to internalize it. You have to find out the “why” behind the script. This helps you be less nervous and pushy. When you know the value of what you are offering, it’s easier to act natural-- yet persuasive.
  
  
• Weed out the bad from the good
  Put together a step-by-step system based on your notes for each lead and analyze whether they are worth your time. You only have so much brain power. This is why it’s important to save the notes about each lead. You can use the information later either to exclude leads or convert more by showing how familiar you are with their wants and needs.
  
  

Real estate businesses work on a spectrum. There are two approaches: the aggressive salesman or the consultant. You will see the aggressive salesman depicted in literature, movies, and cartoons. It’s type of salesman everyone wants to avoid. On the other side of the spectrum is the consultant; the salesman that educates people on the pros and cons and never tries to manipulate them. The consultant has faith that their prospects will make the right decision.

 

Guest Bio-
Kathleen Black is a CEO and a leader of a team that has 80% of it’s agents in the top 1% agents nationally. She is an real estate coach at Kathleen Black Coaching & Consulting as well as a certified NLP practitioner coach.