Expectations

Setting expectations is wildly important for everything.

The Employer to the Employee...
The Employee to the Employer...
The Sales Person to the Client...
The Client to the Sales Person...

You name the relationship and setting expectations is at the core of making it successful.

If you don't know what someone is expecting, how can you possibly satisfy them?

If your customers and clients don't understand how you will interact with them, how could they possibly understand when you don't call them back immediately?

If the employee does not understand exactly what is expected of them, how can they effectively prioritze their time?

If the Employer does not understand how the employee will be completing their job tasks, how can they feel comfortable when or if it will be done?

Setting proper expectations is a fantastic way to get that "micro-managing" boss off your back. It is also a phenomenal way to get your employees to become far more productive.

Setting expectations will ease the panicked customers concerns, it will greatly reduce the amount of phone calls and emails you receive, and it will instill confidence that you can and will get the job done.

In many ways, setting expectations is the key to any relationship.

People fear the unknown. The unknown creates angst, tension, confusion, anger, and stress.

Setting proper expectations is like building a bridge that connects people. Without the bridge, people are left to wonder how they will cross the complicated and winding road.

It is absolutely necessary in any relationship setting, whether it is business or personal to have all parties clear on expectations.

Set the expectation and enjoy more success.

Curt Fletcher aka The Likeability Guy is a Real Estate Professional, Business Development Strategist, Published Author of the Book, "How To Sell More Homes and Increase Your Income,"Sales Trainer and Sales Manager.

How to Set an Appointment

One of the quickest ways to increase your sales and income is learning to set an appointment correctly.

Are you one of the sales professionals that delivers a good presentation, and at the conclusion asks the prospect when they will be back in? Maybe you get a reply of “later in the week,” and you respond with “okay, I’ll see you then.”

Does that seem like a good method? You probably do not get very many returning prospects with that approach. Recent studies show that 70% of prospects do not return for a second visit without a firm appointment. However, those prospects with a set appointment return and purchase 50% of the time.

Wow! You spend all that time with a prospect and 70% of the time, you will never see them again. Are you interested in learning the correct technique?

Rule # 1: Know when your prospects are coming back.

In real estate sales for example, you do not want prospects showing up randomly on a Saturday or Sunday afternoon. This is your prime fishing time for new prospects. Spending this time with an unannounced prospect return eats into your future sales.

How to do this:

Have a reason for a return visit. You do not have to show off all your knowledge on the first visit. If you cannot close a buyer on the first visit, be smart with the information that you provide. Hold back a few key details that they have questions about.

If there are no questions at the conclusion of their visit and they don’t buy, you are not doing a good enough job at discovering their buying objections.

"The two best ways to ensure a return appointment are Urgency and Benefits."

Provide Value and people will return.

Reasons for an appointment:

• Unable to show a particular home


• Unable to show a certain homesite


• Unable to get certain pricing on luxury features


• Come back for financing details


• Price Increase


• Incentives Expiring

I will repeat this line. If you are unable to close the sale, hold back some of the above information for a follow-up.

When you call them, say something to the effect of, “In order to give you the time and attention that you deserve….”

Remember, you need to create urgency and benefits, beginning your statement like I have written above; you make the prospect feel important by the value you will provide them at the appointment.

How To Set The Appointment

Use the Alternate Choice Close.

Say something like this, “Since I know you love the home and that beautiful homesite, I would hate for you to be upset with me if I didn’t inform you that our prices are increasing on Monday. With that in mind, when is a better time for you to come back and review this great opportunity? Is Tuesday at 6:00 PM good, or would Wednesday at 11:00 AM be better?”

Don’t talk again, until they respond. Oh, by the way, be truthful. If you say your prices are going up on a certain day, those prices need to go up. Being dishonest will lead to everyone losing in the long run.

Try this for one month and watch your sales grow!

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

How to Set an Appointment!

One of the quickest ways to increase your sales and income is learning to set an appointment correctly.

Are you one of the sales professionals that delivers a good presentation, and at the conclusion asks the prospect when they will be back in? Maybe you get a reply of “later in the week,” and you respond with “okay, I’ll see you then.”

Does that seem like a good method?

You probably do not get very many returning prospects with that approach. Recent studies show that 70% of prospects do not return for a second visit without a firm appointment. However, those prospects with a set appointment return and purchase 50% of the time.

Wow! You spend all that time with a prospect and 70% of the time, you will never see them again. Are you interested in learning the correct technique?

Rule # 1: Know when your prospects are coming back.

You do not want to have them show up randomly on a Saturday or Sunday afternoon. This is your prime fishing time for new future buyers. Spending this time with an unannounced prospect return eats into your future sales.

How to do this:

Have a reason for a return visit. You do not have to show off all your knowledge on the first visit. If you cannot close a buyer on the first visit, be smart with the information that you provide. Hold back a few key details that they have questions about.

If there are no questions at the conclusion of their visit and they don’t buy, you are not doing a good enough job at discovering their buying objections.

The two best ways to ensure a return appointment are Urgency and Benefits. Provide Value and people will return.

Reasons for an appointment:

• Unable to show a particular home


• Unable to show a certain homesite


• Unable to get certain pricing on luxury features


• Come back for financing details


• Price Increase


• Incentives Expiring

I will repeat this line. If you are unable to close the sale, hold back some of the above information for a follow-up.

When you call them, say something to the effect of, “In order to give you the time and attention that you deserve….”

Remember, you need to create urgency and benefits, beginning your statement like I have written above; you make the prospect feel important by the value you will provide them at the appointment.

How To Set The Appointment

Use the Alternate Choice Close.

Say something like this, “Since I know you love the home and that beautiful homesite, I would hate for you to be upset with me if I didn’t inform you that our prices are increasing on Monday. With that in mind, when is a better time for you to come back and review this great opportunity? Is Tuesday at 6:00 PM good, or would Wednesday at 11:00 AM be better?”

Don’t talk again, until they respond.

Try this for one month and watch your sales grow!

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!