Psychologists say that the person asking the questions is the one controlling the conversation.
As a real estate professional, your goal is to be the one asking the questions when talking to your prospects... but what are the right questions to be asking? In this session Dale Archdekin is back to enlighten us on not only what questions to ask leads, but how to ask the questions so to get a more positive response and keep the conversation going longer. Kick up your lead conversion numbers by making these few small tweaks to how you carry out your prospecting calls.
Timestamps:
02:11 - Recap of “Keeping Them On The Phone Part 1”
08:23 - Ask better questions & focus on the “tense” of your question
19:13 - How to do “discovery” and “rapport building” the right way
34:27 - Why you should stop using the word “Why” when asking questions
35:58 - How to best handle leads who are renters
44:33 - Don’t use the fear of loss as a sales tactic - use the incentive of gain
52:56 - The Question Game - role playing