Sharran Srivatsaa - The 100% Closing Method | Conversion Summit 2023

Summary

In this engaging real estate presentation, the speaker emphasizes the importance of 'winning before you arrive' to secure listings with a 100% success rate. He shares seven tactical strategies, including leveraging automation, crafting the perfect agenda email, activating databases, and utilizing lender relationships for proof over promise. The talk is seasoned with personal anecdotes and a unique approach to building trust and showcasing value to clients before listing appointments.

Takeaways

• 🎥 The speaker emphasizes the importance of having real experience in the field when teaching skills, as theoretical knowledge without practical application can be less convincing.
• 🤝 The speaker shares a personal anecdote about building the highest tennis court in Dubai and having Roger Federer and Andre Agassi play on it, illustrating the power of thinking big and associating with successful people.
• 📈 The speaker highlights a track record of success, having won 239 out of 248 listing appointments, amounting to over a billion in listings taken, underscoring the effectiveness of the strategies shared.
• 📝 The '100% Closing Method' is introduced as a tactical approach to win listing appointments, suggesting a systematic process to ensure success.
• 🔄 The concept of 'winning before you arrive' is a central theme, implying that preparation and pre-appointment activities can significantly influence the outcome of a listing appointment.
• 📅 The speaker stresses the importance of taking full responsibility for the appointment process, using automation and reminders to manage the client's experience and expectations.
• 📝 A 'Perfect Agenda Email' is mentioned as a tool to set the right expectations for the meeting, focusing on three key topics: the client's goals, the agent's process, and a game plan.
• 💌 The 'Database Activator' is a strategy to generate interest and responses from a database of potential buyers before even listing the property, demonstrating proactive marketing.
• 📊 The use of a 'Magic Whiteboard' is suggested as a visual tool to demonstrate to clients that work has already begun on their behalf, creating a sense of engagement and commitment.
• 🏘️ The speaker recommends warming up neighbors as part of the pre-appointment strategy, potentially generating additional interest and leads in the local area.
• 📞 The idea of leveraging lenders to provide proof of pre-qualified buyers is presented as a way to show clients the immediate market demand for their property.

Q & A

What is the main focus of the speaker's presentation?

The speaker's main focus is to share his strategies and tactics for achieving a 100% success rate in winning listing appointments in the real estate industry.

What is the '100% closing method' the speaker refers to?

The '100% closing method' is a term used by the speaker to describe his approach to securing listing appointments, which involves a series of tactical steps aimed at proving to clients that he is the best choice before even arriving at the appointment.

Why does the speaker emphasize the importance of having real experience in the field when teaching others?

The speaker emphasizes the importance of real experience because he believes that only those who have actually been in the situation, such as having felt the pressure of a listing appointment, can effectively teach others and gain their trust.

What is the significance of the helipad story in Dubai shared by the speaker?

The helipad story in Dubai is used as an analogy to illustrate the point that if one can create a unique and memorable experience (like Tiger Woods hitting golf balls off a helipad), it can have a significant impact and be a selling point, similar to how the speaker markets his real estate services.

What is the concept of 'winning before you arrive' in the context of listing appointments?

'Winning before you arrive' refers to the idea of establishing oneself as the top choice for a listing appointment before even meeting with the client, by using various tactics to build trust, demonstrate expertise, and create a sense of urgency.

How does the speaker suggest using automation in the process of securing listing appointments?

The speaker suggests using automation to streamline the process, such as sending calendar invitations and reminders, but also emphasizes the importance of setting the expectation with clients that these automated processes will be part of their experience.

What is the 'perfect agenda email' and why is it important?

The 'perfect agenda email' is a communication tool used by the speaker to set the agenda for the listing appointment, outlining the topics to be covered. It is important because it helps manage client expectations and ensures that the meeting is structured and productive.

Can you explain the 'database activator' tactic mentioned by the speaker?

The 'database activator' is a tactic where the speaker sends an email to his database of contacts, creating interest and buzz about an upcoming listing before it even hits the market. This tactic helps to demonstrate market demand and sets the stage for a successful listing.

What is the significance of the 'magic whiteboard' in the speaker's strategy?

The 'magic whiteboard' is a visual tool used by the speaker to show clients that he has already started working on their listing. It serves as a tangible demonstration of his commitment and the personalized approach he takes with each client.

How does the speaker suggest utilizing lenders in the real estate market?

The speaker suggests obtaining a list of pre-approved buyers from lenders and presenting this information to clients as proof of the demand and the speaker's ability to quickly match the property with interested buyers, thus increasing the client's confidence in the speaker's capabilities.

What is the speaker's advice on interacting with neighbors before a listing appointment?

The speaker advises agents to walk the neighborhood before an appointment, engage with neighbors to gather positive testimonials about the area, and potentially generate interest in the upcoming listing, thus creating a sense of community support and demand.

How does the speaker use the concept of 'proof over promise' in his approach?

'Proof over promise' is a concept where the speaker provides tangible evidence of his claims and capabilities, such as showing the breakdown of his database contacts or playing a voicemail from a lender, rather than just making promises about what he will do once he secures the listing.