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MOVE MORE PEOPLE
THE CHANGING NATURE OF
SALES
SUZECEO The Nature of Real EstateCanadian Director, The Real Estate Negotiation Institute.
We are in the People Moving
Business, not the Lead Generating
Business
www.TheRENI.comNegotiation Expertise, LLC ©
““The most exciting breakthrough of the 21st
century will occur not because of technology
but because of our expanding concept of what it means to be
human
–John NaisbittHuman Trends Expert.
Author of “Mega Trends”
www.TheRENI.comNegotiation Expertise, LLC ©
““It’s important to prioritize the people because the
technology changes underneath our fingers
as we type.
–Lenny MooreChief Technology Officer, EMyth
AGENTS ARE INCREASINGLY SEEN AS COMMODITIES
DO YOU WANT TO STAY VIABLE AND VALUABLE IN THE CONNECTION ECONOMY?
THEN CONNECT
BE LIKED
BE TRUSTED
YOURS THEIRS
&
EXTE
RNA
LThe Mechanics of Selling Real Estate
Important but not enough!
INTE
RNA
L?
INTE
RNA
L?
INTE
RNA
L?BELIEFS
INTE
RNA
L?
EQ= Emotional Intelligence
New SchoolSQ=Social Intelligence
Think Doubl
e
Empathy
PE= PRACTICAL EMPATHY
New School Meet IDDYInternalDialogue Distracting You
We Believe that Real Estate can be broken down to just five simple steps.
1. Find People that need to sell (or buy)
1. Find People that need to sell (or buy).
2. Build Trust and Rapport
1. Find People that need to sell (or buy).
2. Build Trust and Rapport
3. Get the Appointment
1. Find People that need to sell (or buy).
2. Build Trust and Rapport
3. Get the Appointment
4. Get the Listing (or Buyer Agreement) Signed
1. Find People that need to sell (or buy).
2. Build Trust and Rapport
3. Get the Appointment
4. Get the Listing or Buyer Agreement Signed
5. Fulfill the Contract
$
EQ
1. Find People that need to sell (or buy)
Where do you need EQ, SQ and PE in Step One?
2. Build Trust and Rapport
Where do you need EQ, SQ and PE in Step Two?
3. Get the Appointment
Where do you need EQ, SQ and PE in Step Three?
4. Get the Listing (or Buyer Agreement) Signed
Where do you need EQ, SQ and PE in Step four?
5. Fulfill the Contract $
Where do you need EQ, SQ and PE in Step FIVE?
ATTENTION
ATTENTION
Curiosity
Who Wants to Test it Out?
AWARENESSATTENTIONCURIOSITY