● Maintaining a Friendly Tone: "But of course, regardless of any programs, I'm here to help you find the perfect home that fits your needs and budget even off-market homes. " [This will pique their interest in a tight market, and you will gain a loyal customer.] Remember: ● Be natural and avoid forcing the conversation about EHAPs. ● Focus on their company and the potential benefits, not specific details about the program.
● Offer resources and guidance without sounding like a salesperson. ● Maintain a friendly and helpful demeanor throughout the interaction.
By using this reverse selling approach, you can open doors to unexpected leads and potentially connect potential buyers with valuable tools to unlock their dream home purchase. Bonus: ● Keep a list of company websites or HR contact information for common employers in your area to readily offer resources. ● Share success stories of buyers who benefited from EHAPs to add credibility and inspire potential clients. ● Remember, building trust and providing genuine support is key to establishing lasting relationships with buyers, regardless of their immediate purchase plans. 10. ENGAGING SMALL BUSINESS OWNERS FOR BUSINESS BROKERING Goal: Spark conversations with small business owners in your community, planting the seed of exploring their options without directly pushing the sale of their business. Key Points: ● Focus on their legacy and future: Frame business brokerage as a tool for creating a secure future or achieving their retirement goals. ● Emphasize community and relationships: Position yourself as a trusted local resource and advisor. ● Cold outreaches to business never work -this is a pure face-to-face casual meeting. Later, when business owners know what you are doing you can do this over the phone plus it becomes a lot easier. ● Highlight potential benefits: Briefly mention common advantages of selling, like financial security or pursuing new ventures. ● Plant the seed of curiosity and exploration: Open the door to further conversation without pressure. ● Offer valuable resources and support: Show your expertise and willingness to help, regardless of their immediate decision. ● One thing I learned in business brokering -is not to push or come off like a salesperson- business owners are a different breed. Everything with them is a casual conversation.
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