How to Maximize Lead Conversions on High-Value Deals

买卖房屋时，不乏挑战。

“在房地产中，在购房时几乎总是发生重大生活事件。您的客户可能正在经历裁员，升级，离婚，结婚，生孩子等。”says Debra Beagle, co-owner and Managing Broker of the #1 RE/MAX team in the world.

事实上,高价销售产品(认为abo血型ve $10,000) require a至少八次转换。根本无法解决：产品越昂贵，销售就越复杂。

But that doesn’t stop realtors from crushing multi-million dollar deals. So, what’s their secret?

以下是五个可行的课程，讲述了如何直接从经常关闭百万美元交易的房地产经纪人进行大型物品转换。

How to Maximize Conversions for High-Value Deals

1.设置可靠的销售流程。

High-end buyers tend to be discerning, cautious, and usually have a lot of questions. After all, there is a ton of risk (and more than a few stakeholders) involved in a single transaction.

The best realtors have systems and processes in place to consistently deliver value and answer all their prospects' questions, without losing time or efficiency.

像黛布拉（Debra）这样的顶级团队负责人专注于培训代理人是其前景无与伦比的来源专注的CRM这也有助于确保代理跟随潜在客户。

来自销售管理协会表明，使用正式的，指导销售流程的所有公司中有90％被排名在其市场上表现最高的品牌之一。

Boosting conversions on big-ticket items is all about having a repeatable and efficient process. No matter what tool you use, make sure you have a rock-solid system so that you never have to wonder who to contact first when you sit down at your desk each morning.

2.利用思想领导来建立权威。

根据Edelman和LinkedIn调查, 82% of business decision-makers found that a brand's ability to demonstrate thought leadership increased its level of trustworthiness.

而且，关闭复杂的销售时，信任就是一切。

尽管有很多方法可以成为思想领导者，但最好的方法之一就是简单地成为您市场上最有价值的资源。例如，奢侈品像加里·阿什顿利用其优越的专业知识将数百万美元的房屋出售给前参议员，首席执行官，甚至是田纳西泰坦的总经理。

加里知道一切about his market. From the diverse kinds of communities his prospects want, to the Italian tiles in the kitchen, he can inform his potential buyers with every last detail they want to know (but don’t want to spend the time researching themselves).

3.善解人意。

早些时候，"Always Be Closing"was the norm among sales reps. But today, that old adage just doesn't cut it, especially when prospecting big-ticket buyers.

Today, you need to be genuinely empathetic and knowledgeable about the nuances of your market. As a salesperson, it’s your job to put yourself in your client’s shoes. After all, their decision will have a tangible impact on the people in their life, their office, or their community.

问自己一些简单的问题：

• 与我合作，我的潜在客户能获得什么？
• 我的前景会因与我合作而失去什么？
• 其他哪些决策制造商影响了交易？

In real estate, prospects make life-changing decisions (such as buying a home) that can bring about some major anxiety. So why not go the extra mile to connect with your clients on an emotional level?

例如，除了始终可以回答客户问题外，Rainbow Russell，CRG公司的客户护理协调员还参加所有闭幕会议，带上一个带有咖啡杯，一罐当地蜂蜜和感谢卡的篮子的篮子。

对团队有所帮助triple their conversions超过2500万美元的销量。

4. Build symbiotic alliances.

让我们回到黛布拉和加里一分钟。

在2011年，黛布拉（Debra）发现自己有很多清单，而且一天中的时间不足。

但是，当她与加里（Gary）合作（正在带来稳定的买家潜在客户流动时），这项业务爆炸了。

当时，黛布拉（Debra）的收入约为900万美元，加里（Gary）和他的团队约为7,900万美元。但是今天，他们的合作伙伴关系导致了bob综合博彩下载一支摇滚明星团队的年收入超过4亿美元。

The key takeaway from this is the value Gary and Debra could provide their clients due to leveraged community connections. Introducing your prospect to someone who can solve a specific problem for them offers the kind of value they never forget.

More importantly, showing your prospect that you have ‘connections’ helps them see you not just as a “salesperson,” but as someone who's reliable with skin in the game.

5.接受一种“反销售”方法。

在大型交易中，代理商和客户的赌注都很高。请记住，您的工作不仅仅是简单地出售解决方案。

无论客户多大，精明或有影响力，他们仍然是人类。保持真实，并继续专注于如何解决他们的直接问题。

是一个真正获得它的人，他们会记住您是一个值得信赖的盟友，而不仅仅是另一个急转的销售代表。而且，这就是您像房地产经纪人一样销售的方式。