Making FSBOs and Expireds Love You from the Moment They Talk to You with Alma Merrill
Episode Summary:
In this episode of the REDX podcast we bring on Alma Merrill, a maestro in the realm of real estate with a knack for nurturing leads and converting challenging FSBO and expired listings. The conversation dives deep into the strategies that make these types of prospects not just receptive to agents, but eager to work with them.
Key Takeaways:
Redefining the Script: Alma reveals a universal script that serves both FSBOs and expired listings, focused on rapport building and reducing risk perception.
From Failure to Success: Alma shares his journey from making 100 calls for one appointment to dramatically improving his conversion rate, highlighting the importance of persistence and skill development.
The Platinum Rule: Applying the platinum rule in real estate involves treating clients according to their needs and preferences, fostering trust and rapport.
Intent and Tone: Persuasion is about helping prospects to do what's best for them, a goal achieved through tone, rate of speech, and genuine intent.
Reduce Risk through Rapport: Alma advises that reducing a prospect's perceived risk of working with an agent leads to a higher success rate in setting appointments.
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