From my New Book, The Architecture of the Real Estate Practice 🏡Sonny Moyers
In anticipation of my upcoming book release in November 2023, I'm thrilled to share an intriguing excerpt that encapsulates the essence of forging meaningful connections in the world of real estate. 🌟🏙️ "Elizabeth Deluca was an important person I wanted to know. She owned and operated a successful business in Cherry Hill, New Jersey. I was scheduled to make a presentation in Midtown Manhattan at a large hotel, and I wanted her to attend so we could meet. How could I get her to register and attend my presentation?
When I called her office, I was surprised she took my call, but she might have thought I was a prospect. She responded with a question. I explained that I was a real estate agent and marketing and sales consultant specializing in her industry. 'Have you ever owned a business like mine?'
I explained, 'No, I had not owned a business like hers, but I had researched and studied her industry for several years.'
I suspect she then asked me the following question with a wry grin. 'I have been working in this business for almost twenty years. What could make you think you could teach me anything about my profession?'" 🎙️
🎣 Excited to share Chapter 19: "Casting the Marketing Net"! This innovative concept represents the art of engaging a prospect and keeping their interest long enough to demonstrate our proficiency and create a meaningful connection. 🤝
✨ In this chapter, you'll meet Elizabeth Delucca, a salty confident individual who became a "Raving Fan" through this strategy. I'll walk you through how the "Net" analogy, first introduced years ago, is more relevant than ever in capturing prospects over the phone or in person. 🎣
📜 Scripts are included, giving you tangible tools to cast your marketing net. It's not just about capturing; it's about holding on and turning a prospect into a valued client. Dive in and learn more! 🚀
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Traditional sales methodologies are ingrained in most of us. But real estate demands something more – a consultative, collaborative approach to providing services. Chapter 39 of my book takes you on a journey to understand why you might need to rewire your brain to think differently about sales. 🏘️🔍
“I wrote in earlier chapters that after understanding more, many might find it necessary to rewire their brains to find a different way of relating to and communicating with their clientele. What do I mean when I write, “REWIRE THE BRAIN?” 🧩💡
The book, Rewire Your Brain by John Arden is particularly insightful in this discussion. Rewiring the Brain will allow you to effectively reach more people in a “people first” way. 🧠🤝
In the book Rewire Your Brain, John Arden writes,
“This system includes mirror neurons, spindle cells, the orbital frontal cortex, and the anterior cingulate. I’ll describe how these neural systems help to build relationships and empathy.” (2010, p. ix.) 📚📝
Social conditioning in our society regarding how a salesperson works is a significant reason that rewiring the brain may be necessary. Rewiring the brain takes knowledge and discipline but can be vastly rewarding. This rewiring helps correct the way the typical Agent works as a product-oriented salesperson and enables them to work in a manner that will build better relationships, connect with people in a personal way, differentiate themselves from competitors, and establish a brand and identity that is perceived as collaborative and consultative.” 🌐🤖🤔
Explore why traditional selling doesn't fit the consultative environment and find new ways to connect with clients. 💼🔗
Learn more at www.realestatebook.org 📖
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