Building a Trusted Network
• Circle or Sphere of Influence : Your friends , family , classmates , current and former coworkers , and connections from clubs , church , and networking groups and their connections as well that may number in the hundreds or thousands of people .
A ( Attention ): You ’ ve got about eight seconds to grab attention either online or in print like with a postcard . Either way , colorful and vivid images can attract your viewers ’ eyes to your ad . In person , you grab their attention by learning their name ( usually our favorite word ), repeating it every so often , and talking primarily about them and their needs and interests to build rapport and trust .
I ( Interest ): Please think of the initial attention as akin to a “ spark ” that you must kindle by boosting the “ flames ” of interest by continuing to focus on your clients ’ needs and interests . Keep asking them questions to find out their root needs and interests . You then speak to them by sharing how your product or service can give them exactly what they ’ re seeking .
C ( Conviction ): During this stage , you as the salesperson are certain that the client is interested in what you ’ re offering . Now , you offer valuable eyeopening statistics to support your claims .
D ( Desire ): You repeatedly show the prospect how the features or benefits of your product or service will get them what they desire (“ Fact , Bridge , Benefit ” technique ). When successful , the customer ’ s desire to purchase your product or service will rise from low to high rather quickly .
C ( Close ): The absolute most important sales step is to close ‘ em by asking them to buy your product . Your client may be 100 % interested in your product , but may not know what to do next . It ’ s here where you show them how easy and simple it is to buy your product or for them to sell their offmarket home with sellerfinancing that you mutually agree to and close the deal within a few days . Ask for the close and it ’ s more likely to happen .
• These friends , family , and business professionals may be found at the local Chamber of Commerce , American Legion , Rotary Club , and Elks Lodge as well as with our Trusted Business Partners ( TBP ) networking group .
• Building a support network helps alleviate the burden of financial distress and increases opportunities like with our SoCal Real Estate Investors group that meets at Canyon Lake Golf Club , Shoreline Yacht Club in Long Beach , and online .
• You ’ re more likely to take on the traits of the five main people in your circle of friends , family , and / or advisors , so choose wisely !
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