???? RICH REALTOR - Telegram community for professional agents. Follow the link and join ???? https://t.me/+RAHX5lH_H55iN2Ri 00:00:00 The importance of scripts in the work of a realtor • Scripts are a sequence of dialogue that is known in advance and allows the realtor to lead the conversation to a certain result. • Scripts help to avoid losing individuality and do not turn a realtor into a robot. 00:06:01 First contact and its importance • The first contact makes up 50% of the deal, and its goal is to understand who the client is, his segment and how to deal with him. • The first contact script includes identifying the client's problem that the purchase of an apartment solves and convincing the client of the need to buy. 00:08:13 Goals and objectives of the script • The purpose of the script is to make the client understand that the realtor is an expert and can help him. • Identifying the client's problem and clearly presenting it to the client is an important stage in the work of a realtor. 00:11:06 Working with clients • The expert must show the benefit and value for the client, so that it will be easy to sell in the future. • Scripts are the correct wording and sequence of questions that help guide the buyer along the chain and lead him to the right idea. 00:19:53 Identifying needs • Identifying the client's needs helps to determine his real problems and needs. • Questions about the importance of parameters when choosing an apartment, special wishes and the purpose of buying an apartment help to determine the client's real problem. 00:22:18 Handling objections • The video discusses questions that help to identify and handle client objections. • The importance of finding out the client's fears and concerns in order to avoid negative reactions. 00:25:09 Determining the time period • Determining the current stage of the client's decision-making cycle: on the primary, secondary, land, houses. • The importance of understanding what stage the client is at in order to work with him correctly. 00:27:54 Expanding Your Matchmaking Options • The importance of expanding your matchmaking options to offer the client options that may be more profitable and interesting. • The importance of asking questions that expand your field of activity and help the client see other options. 00:30:57 Setting a Budget • The importance of setting a client’s budget to avoid offering them unnecessary options. • The importance of discussing the budget calmly and without interruption so that the client understands that their reality may be higher than they think. 00:32:27 The Importance of Clarifying Information • The video discusses the importance of clarifying information from the client, especially in relation to the timing of a move, building a house, or renting out an apartment. • It is mentioned that many agents do not do this, which leads to problems with clients. 00:33:19 The Importance of Understanding Information • It is mentioned that people can be poor at recalling information, especially over the phone. • This can lead to the loss of clients who do not understand what has been sent to them and may stop communicating. 00:34:31 The Importance of Clarifying the Property Description • The video highlights the importance of clarifying the property description, especially regarding its location, layout, and furniture. • This helps avoid misunderstandings and problems with clients. 00:35:29 The Importance of Knowing the Decision Maker • The video highlights the importance of knowing the decision maker, especially when the client wants to consult with someone else. • This helps avoid problems with the decision and ensures that the client is happy with the outcome.