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Seizing the moment: navigating market changes with your consumers
Kathleen Black is a globally recognized Mindset & Performance Expert, Bestselling Author, and Speaker.
Since 2015, Kathleen has built a reputation for guiding iconic brands and high net worth professionals to add billions of additional sales volume annually through her unique approach of empowered leadership and expert mindset training.
As an award-winning business leader, she has been the recipient of the Iconic Leaders Creating a Better World for All as well as being a two-time bestselling author of the books: Top 1% Life - Shift from Chaos to Calm in Your Business & Life and Relentless to Rise - Your Path to Personal Expansion. Kathleen's life story also inspired the full-length Documentary, "The Relentless One" directed by Emmy Winning Director M Douglas Silverstein. Kathleen was named one of the Top 25 Women Driving the Future of Real Estate by REP Magazine twice and has recently appeared on The BUZZ Industry Top Trendsetters list.
The success of her consulting firm, Kathleen Black Coaching & Consulting, centers around integrity, honesty, and results-driven measures from her proven “Ultimate Expansion” strategy that powers client growth. Her ‘practice what you preach’ approach has served both herself and her clients well with over 80% of them at the top 1% of production across the country.
We had the pleasure of welcoming back Kathleen Black on June 13th 2022. Here are some of the takeaways!
The time is now!
This is the time to speak with your consumers about rising interest rates. Get them prepared now and discuss which lenders are locking them in and for how long. Always use tangible examples!
Follow-up is key
Follow up 2-3 times a week for the first 4 weeks until contact is made. Then set up a follow-up at 90 days to 120 days. Use effective notes in your CRM and customize your conversation based on the last thing they said to you. Document the process and steps from contact to sell and advise the buyer/seller of this.
Engage your consumer
Give your consumer enough value to want to have a consultation with you. Don’t skip steps! Skipping steps can stress out the buyer/seller because it makes the process confusing. Use your systems to evaluate the consumer. Show them how to move from step one to step two. If they are not ready, don’t push them!
TIP! The new school way is to educate your consumer. This is the key to success and will lead the consumer to a buyer consult.
What did we learn?
Now is the time to talk to your consumers about the changing market conditions. Follow-up is key, using effective notes will allow for a valuable conversation and finally don’t skip steps, uncover your consumer's true intentions.
Did you know?
Did you know that 9 out of 10 homebuyers don’t end up buying the house they originally inquired about? This is why during your first call with a lead, it’s important to find out where they are in the home-buying journey. Gear your conversation to provide value about the neighbourhood they're interested in. Talk about how your process fits in with their needs, wants and timeline.
Watch full master class recording below.
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