23-Conversation Framework - Getting to Yes

A good percentage of modern real estate training is based on objection handling. These are scripts and dialogues that work to justify the agents value and participation. These can be effective, and they teach important and necessary principles of working with buyers and sellers. However, in luxury real estate, you are typically dealing with a sophisticated population. They have bought and sold many homes in their life, and many times, the clients are Executives or Business Owners who have spent a good part of their lives in “Sales”. They recognize when they are being “Sold” or “Scripted”. 

The Luxury Consumer, however, likes being “Consulted”. They prefer when you talk to them like any of their other professional advisors would. Authentic conversation, considering all variables; talking through the best options and then working to determine the best strategy. This approach is how you add value as a Luxury Agent. By strengthening the relationship and always providing premium service. 

You have learned that the person asking the questions in a conversation is the person who is learning the most. All great Luxury Agents have learned the value of questions and that by using the right phrases others can be moved to a “Yes” much quicker.

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