Exactly what to say to progress the deal: Jimmy Mackin

Sales shouldn’t be sleazy. Sales shouldn’t be misleading. Sales should not be something where, it’s an argument… and often times when we look at the landscape, when we looked at the scripts that are out there, we found that the outdated techniques that agents were using were both ineffective and didn’t really represent what we felt were the best tactics to use to actually sell appropriately and effectively.” Jimmy Mackin

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When it comes to getting better at prospecting, winning more listings, progressing more deals and handling stubborn people – the words you use, and the way you use them can make all the difference.

In this episode of the Elevate Podcast, Samantha and Jimmy discuss:

  • The book Jimmy co-wrote with Chris Smith and Phil M Jones – Exactly What to say for real estate agents
  • What are magic words – and how they can help you progress deals like no other ‘scripts or dialogues’ can
  • Why you should audit at the various aspects of your sales and marketing funnel to find opportunities for personal and business growth
  • Why marketing is fundamental to your success when it comes to the result in the living room
  • The other marketing fundamentals to help you succeed in your real estate journey.

Key Takeaways from “Exactly what to say”

  • Dialogue for expired listings
  • How to incorporate storytelling into your conversations to build rapport
  • Dialogue for objection handling
  • Dialogue for handling stubborn customers (price, location)
  • Why the person asking the questions is in control

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Samantha McLean

Samantha McLean is the Co-Founder and Managing Editor of Elite Agent and Host of the Elevate Podcast.