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1-2-1 Mentoring Programme
www.ReenaMalra.comwww.PropertyLeaseOptionsAdvice.co.uk
Clarity
Control Client
Construct Commit
Colossal Cash!
Collaborate
How To Sift Suspects To Prospects By Phone
Pre-Call Preparation
My Golden Rules
Ice Breaker Question
Power Of 10:10
Post Call – Next Steps
What Will You Learn Today?What Will You Learn Today?
Quiet Room – No DistractionsPen, Pencil, Highlighter
Notepad
CalculatorInternet
Laptop with Word / Excel Open
Pre-Call PreparationPre-Call Preparation
Recorder
10:10 Power Questions
Lan Vs. Mobile – Good Signal
Posture
Mood
The Perfect Phone Call 2 x Ears 1 x Mouth
Pre-Call PreparationPre-Call Preparation
Ask Open Questions
Fact Finding – Real Motivation/Financials
Build Rapport & Trust
Dump Vs. Smart
Watch Their Tonality
My Golden Rules My Golden Rules
Stay Present In The Conversation
Show Interest In What They Are Saying
Don’t Say Too Much
Never Tell Them They Are Wrong
Float Ideas
Stay In Control
My Golden Rules My Golden Rules
Would You Have Any Objection If I Ask You Some Questions That Allow The Two Of Us To
Come To A Solution That Gives You What You Want?
My “ICE BREAKER” QuestionMy “ICE BREAKER” Question
1. What Is The Reason For Your Move?
2. What Is Your Time Line?
3. What Have You Done So Far To Sell?
4. What Challenges Have You Faced?
5. What Do You Think is Reason For Not Selling?
The Power of 10:10The Power of 10:10
6. What Will You Do If You Can’t Sell?
7.What is Important To You – Price or Speed?
8.What Do You Need Today To Move On?
9. What Is The Minimum You Are Willing To Accept?
10.What Is Your Ideal Outcome?
The Power of 10:10The Power of 10:10
Due Diligence
Follow Up Call
Appointment
Post-Call - Next StepsPost-Call - Next Steps
Take Home MessageTake Home Message
• People Like To Do Business With Who They Like And Trust
• Don’t Feel Under Pressure To Answer Their Questions
• Don’t Be In A Rush To Offer A Solution
• Don’t Freeze Or Get Too Nervous
• Have A Conversation Not An Interrogation!
Pretend You Are Helping A Friend In Need
Take Home MessageTake Home Message
HomeworkHomework
Do A Video Describing….
What Actions You Have Taken?
What Challenges You Have Faced?
What Successes You Have Had?
Questions and Accountability Form To be
Completed And Returned On Weekly
Basis To Keep The Momentum Going
Form To Be Returned…..Form To Be Returned…..
www.ReenaMalra.comwww.PropertyLeaseOptionsAdvice.co.uk
Any Questions…?Just Ask!
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