WEEK 8: Overcoming Reluctance — Conversion Strategies For Getting Past Objections and Hesitancy This week, we take a dive deep into the buying and selling process, particularly telltale signs of a reluctant lead, and how to demonstrate our value to increase their confidence. In pursuit of this, we will work on scripts that help us get them to "yes," address issues like timing, motivation, and fear, and work on nurturing clients with win words, our unique selling proposition, and efforts that yield results. 1. Getting Buyers off the Fence (2.5 hours) Watch This: Getting Buyers Off the Fence Complete the Action Steps 2. Scripts for Getting to "Yes" (45 minutes) Memorize These On the Fence Dialogues Getting Buyers Off the Fence Process of Elimination Dialogue Universal Call-Back Scripts 3. How to Nurture and Win With Words (2.5 hours) Listen to These Words To Win With, Part 1 Words to Win With, Part 2 Read This: Having Trouble Converting Leads? Try Nurturing Them Practice This: Words to Win With 4. Clock to Commitment: A Weekly Schedule (11 hours) Follow This: Call Timing Every weekday morning from 9:00 a.m.-11:00 a.m., call prospects. Every Wednesday, call your pending listings Every Friday, call your sellers 5. How to Overcome Call Reluctance and Establish Value (30 minutes) Watch This: How to Sort Your Database Watch This: Getting a Rhythm Going for Getting Referrals Watch This: The Difference Between High Achievers and Average People Watch This: Being Accountable 6. Personal Growth: Helping Clients Discover What Is In Their Best Interest (5 minutes) Watch This: Helping Clients Discover What Is In Their Best Interest 7. Overcoming Objections (2.25 hours) Listen to This: Steps to Success in Overcoming Objections Listen to This: Handling Objections "The Referral Way" Watch This: Handling Objections: Creativity, Empathy, Curiosity 8. BOLD Classes What is BOLD? How It Works: This class costs $800 for you to sign up. However, Rob splits the cost 50/50, and you will be reimbursed by the program on each of the first four deals you close. Sign Up Here 9. Weekly Check-in With Rob (30 minutes) Schedule This: Weekly Accountability Check-ins Check-ins are generally 15-30 minutes long. During this time we will review your understanding of this week's course material, review your goal numbers, and discuss any challenges you are facing.