Trang-Martinez

Question 1

Steps in appointment?

Answer 1

1. Rule Setting
2. Tour and Rapport (work and transition to pain/truth)
3. Find pain and truth (intro, work, stage gate)
4. Identify deal killers (intro, work, stage gate)
5. Close and Negotiate
6. Thanks and scorch the earth
   End: Diagnosis

Question 2

Recite Rules / Expectation Setting

Answer 2

.

Question 3

After the tour, what’s the transition to Pain & Truth

Answer 3

“Is there a spot we can go sit and talk about your plans?”
(or go to the worst room)

Question 4

Reaction to any seller motivation (pain or desire)

Answer 4

1. Label it.
2. wrong assumption (you probably have this figured out, it’s probably not a big deal
3. talk about impact, feeling of it.

Question 5

Stage check for finishing pain and truth

Answer 5

Prospect has used pain descriptive words.
You’re convinced you’ve named/labelled all their motivations (painful or apirational)
Test: I heard X, Y, Z, is that right? And on a scale of 1 to 10, you’re like a 8,9,10 it sounds like?

Question 6

How to transition to deal killers.

Answer 6

“You know, the money piece of all this is usually the easiest. Even if we agree to a price there are usually a couple of other things that get in the way”

Question 7

What are the deal killers?

Answer 7

Timeline
Risk & Discomfort
Other decision makers
Price
Other options (list it, rent it, keep it in family).

Question 8

Recite the time deal-killer script.

Answer 8

You were hoping to get your home sold by (pick a major holiday about 6 months out)….? Oh, sorry, I didn’t understand. Why do you need to sell your home so fast? You’re really calm for someone who wants to sell that fast…if I were you I’d be a little more anxious.

Question 9

Recite risk & discomfort deal-killer scripts

Answer 9

2 of the below.
“If we agreed on everything today, and we signed a contract to sell, what would you be worried about after that?”

“If you did decide to sell, what would you still need to figure out before you could actually move?”

“If for some reason I can’t buy the property, what do you think you’d do?”

Question 10

Recite other decision maker deal killer scripts

Answer 10

Both:
So you’re the legal owner right? So there’s no one else who you need approval from or permission to sell it?

Let me ask you something a little different, is there anyone who would be upset with you if you sold without talking to them first?

Question 11

Intro Price / Price Deal Killer Scripts

Answer 11

If price shared or otherwise known: so what’s significant about that price? How did you decide on that?

Not known 1: In my experience the sellers discuss the price way before they meet with me…off the record can you share with me in round numbers what you’re hoping to get?

Not known 2: So after paying off what’s owed, what are you hoping to walk away with here?

Question 12

How to back into seller’s price

Answer 12

What do houses like this sell for?
Do you think this will sell for about that?
How come?
(If a good price) is that what you’re asking?

Question 13

Other options deal-killers

Answer 13

You could also list this with a realtor/ rent it / keep it. Why not?

Question 14

Stage check to finish deal killers

Answer 14

So I’m going to try to give you something that helps you with that…do you think there’s anything else we haven’t talked about that stops you from being able to say yes or no to it? I’m not asking if you will say yes or no, and if you decide no that’s fine you won’t hurt my feelings…just is there anything we haven’t mentioned that stops you from saying yes or no?

Question 15

Flow of the Close & Negotiate

Answer 15

1. Crunch numbers, review what you learned from them.
2. List out pains, wants, and explain how your solution solves those.
3. Price anchor…“I’d be really comfortable at (initial offer)…”
4. Negotiate
5. Closing question “I can agree to that…”
6. Objection annihilator or think it over answer.
7. Thank for the time “enjoyed talking to you today”.

Question 16

Martinez Price Anchor / offer line.

Answer 16

I’d be really comfortable at (initial offer) and not be worried it would be a bad deal or I’d lose money. But there’s probably no way you’d consider that.

Question 17

Martinez closing question

Answer 17

“I can say yes to that. Do you think you can say yes to that?

Question 18

Recite objection annihilator

Answer 18

process
price
me?

Question 19

Martinez response to persistent “think it overs” at end of meeting.

Answer 19

You know, I’ve been doing this a long time, and after all that we’ve talked about, if you’re not convinced I can help you or we’re not a match, I think we should just call it a no and that’s okay. You’re probably not really ready to sell this property yet.

So now that it’s over, what are you going to do?

Question 20

Scorch the Earth

Answer 20

EMD
Assignment, write “not assignable”
Realtors: reduce their commission.

Question 21

React to any seller question

Answer 21

Soften (brief answer, repeat the question)
Reversal (you must be asking for a reason, what you want to ask that now, what made you bring that up, what are you hoping to hear, It feels like you’re asking for a reason)

I get that question all the time and usually there’s a reason.

Question 22

Respond to seller statements (counterfeit positive or inconvenient info)

Answer 22

What does that mean?
I’m confused?
Why are you sharing that with me?
Basically with a interrogative question…

Question 23

Respond to when they tell you they’re looking for multiple offers.

Answer 23

Repeat what they said.
How will you know who you should work with?

Question 24

Respond to they need to talk to someone first before deciding.

Answer 24

Okay, so you need to talk to X?
When will you talk to them?
So if I call you (the day after they say), you’ll be in a position to make a decision?

Question 25

They are insistent on the money. That’s the only thing they want.

Answer 25

Hey, so I’m going to be honest with you, we’re almost never the highest offer (or I already know I can’t meet that price). Should we end this meeting?

So now that this meeting is over, I got to ask, what are you going to do?

Question 26

Respond to “we’re just starting to look”

Answer 26

Ok, so what were you hoping to find?

Unfortunately I can’t tell you what your house is worth, I can only tell you what I’d pay for it.

Push-away, but try to find some reason to work with them.