Presentation

StrategiesOffered By

RE/MAX 1 and Stuart

Sutton

Identify your prospect as someone

who will make a specific decision or act a certain way!

LABELING

A. Assign them attributes.

B. Define them in a way they will surely

agree with.

C. Remember, nearly everyone THINKS they

really are a little “better”.

We all make presentations to other agents with offers and counter offers…

1. Label the other agent up front2. Confirm the label through the

transaction

YOU WILL HAVE GREATER SUCCESS!

Labeling Example:

Position your presentation from

the perspective that you want or need it

to be seen.

FRAMING

A. Most situation have a defined perspective.

B. Change the perspective, and change the outcome and

you do not have to be a psychologist!

Are Price reductions considered a positive action by sellers? They believe

that a price reduction will result in what? (Less Money)

1. Change the perception of the price reduction.

2. Re-Frame to show them that a price reduction will lead to MORE money!

YOU WILL HAVE GREATER SUCCESS!

Framing Example:

Learn these techniques… you’ll be

tickled that you did!