move more people for inman

MOVE MORE PEOPLE

THE CHANGING NATURE OF

SALES

SUZECEO The Nature of Real EstateCanadian Director, The Real Estate Negotiation Institute.

We are in the People Moving

Business, not the Lead Generating

Business

www.TheRENI.comNegotiation Expertise, LLC ©

““The most exciting breakthrough of the 21st

century will occur not because of technology

but because of our expanding concept of what it means to be

human

–John NaisbittHuman Trends Expert.

Author of “Mega Trends”

www.TheRENI.comNegotiation Expertise, LLC ©

““It’s important to prioritize the people because the

technology changes underneath our fingers

as we type.

–Lenny MooreChief Technology Officer, EMyth

AGENTS ARE INCREASINGLY SEEN AS COMMODITIES

DO YOU WANT TO STAY VIABLE AND VALUABLE IN THE CONNECTION ECONOMY?

THEN CONNECT

BE LIKED

BE TRUSTED

YOURS THEIRS

&

EXTE

RNA

LThe Mechanics of Selling Real Estate

Important but not enough!

INTE

RNA

L?

INTE

RNA

L?

INTE

RNA

L?BELIEFS

INTE

RNA

L?

EQ= Emotional Intelligence

New SchoolSQ=Social Intelligence

Think Doubl

e

Empathy

PE= PRACTICAL EMPATHY

New School Meet IDDYInternalDialogue Distracting You

We Believe that Real Estate can be broken down to just five simple steps.

1. Find People that need to sell (or buy)

1. Find People that need to sell (or buy).

2. Build Trust and Rapport

1. Find People that need to sell (or buy).

2. Build Trust and Rapport

3. Get the Appointment

1. Find People that need to sell (or buy).

2. Build Trust and Rapport

3. Get the Appointment

4. Get the Listing (or Buyer Agreement) Signed

1. Find People that need to sell (or buy).

2. Build Trust and Rapport

3. Get the Appointment

4. Get the Listing or Buyer Agreement Signed

5. Fulfill the Contract

$

EQ

1. Find People that need to sell (or buy)

Where do you need EQ, SQ and PE in Step One?

2. Build Trust and Rapport

Where do you need EQ, SQ and PE in Step Two?

3. Get the Appointment

Where do you need EQ, SQ and PE in Step Three?

4. Get the Listing (or Buyer Agreement) Signed

Where do you need EQ, SQ and PE in Step four?

5. Fulfill the Contract $

Where do you need EQ, SQ and PE in Step FIVE?

ATTENTION

ATTENTION

Curiosity

Who Wants to Test it Out?

AWARENESSATTENTIONCURIOSITY