22 Jul The 4 Unexpected Ways That A Client Pays You (hint: only one is actually money)
The science of making a decision, particularly when we’re talking about working with leads, is something that Joe Stump, founder of By Referral Only has written extensively on. In fact, he wrote a book called Lead Conversion: The Psychology, Art and Science of Converting a Lead to a Commission Check.
What Joe writes about in this book is the fact that people pay you in four ways…4 different currencies before they ever pay with money.
Currency #1: They Pay You With Attention
When someone is thinking about buying or selling a home, they pay with attention first. They look for you, or they notice something that you send them in the mail, email, or maybe on social media. They look into you and decide if you are the one they want to invest further with.
Currency #2: They Pay You With Time
After they’re done paying with attention, they pay with time. They have a listing consultation with you. They fill out an application for a loan. They go look at homes with you and the thing they have to use in order to pay you at this point… is time.
Currency #3: They Pay You With Trust
They already paid you with their attention. They have paid you with time. Now, through this whole process the one thing that they need to pay you with over and over again if they’re going to make that next step is… they pay with trust. It’s shown to them over and over through the process. You guide, lead and protect them…showing them that they can trust you through your words and especially your actions.
Currency #4: They Pay You With Money
Finally, at the end of the transaction, what traditional real estate agents will call the closing, then they pay with money. However, we need to give them different levels of information and data and what they need for them to make that progress from attention to money.
How Do You Get Them To Stick With You Through This Process?
The What’s My Home Worth Complete Marketing Toolkit is an ALL-NEW By Referral Only product created specifically for these COVID-challenged times. It’s designed to help people pay attention to you and then pay you with their time, so you can gain their trust and lead them to buy or sell.
There is a lot of art and science that went into this program. It answers TWO very questions that homeowners are sitting at home and asking right now…which is… “What is my home actually worth these days?”
Answer The Questions Already In The Minds Of Homeowners Right Now
If they’re stuck at home, they’re fixing things up, they may want to know what their home is worth. Not because they’re even going to move, not because they’re going to sell, but because it makes them feel good right now to know that they’ve got equity in their house. If you can spend half an hour or 45 minutes with someone who you’re in a relationship with to make them feel good that they’ve got equity in their house, when it comes time for them to move in the future, they’ll remember because you will have created reciprocity in your relationship.
Now, the other group of people that are sitting at home, and they’ve been sitting inside for months now, they really want to inquire about selling but they feel like it may not be time due to COVID, economy, and market. So we’re going to make it easy for homeowners to ask the question, “What is my home worth”. Plus we are also going to make it easy for you not to make the mistake, that frankly, a lot of agents and lenders are making right now, and that’s thinking, “I can’t do anything right now because it’s just not the time and people don’t want to do business right now”.
This completely done-for-you toolkit that we put together for you is going to open up conversations for you, and it’s going to do that through a series of well-planned, done-for-you emails, postcard, social media posts, conversations, scripts, and dialogues. At By Referral Only we specialize in creating and teaching you the right words to use at the right time that compel people to take action. This one of those no-brainer tools that makes it easy and gives you everything you need to successfully generate new listings despite COVID, stay-at-home orders, murder hornets or anything else this world throws at us.
Learn more about this toolkit and fool-proof plan that costs less than pizza night for the family! 👉 go here
For a limited time get Joe’s book, Lead Conversion FREE with the purchase of the What’s My Home Worth Complete Marketing Toolkit! 👉 more here
(a $49 value)