Conversation Compass

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Welcome to Conversation Compass.

This tool is designed to help you build the skills needed to speak in Discovery Mode.

Select, review, and analyze any of the three live Case Study Dialogues featured in Module V of the Production Model® PRO e-learning course:

Sign Call

Conversation Activity:

Conversation Compass

Sign Call Conversation

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Scenario

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Working at my computer one afternoon the front-desk manager put a call through to me, saying someone was asking for info regarding my listing on Villa Lane. Actually having two listings on that street, with one being in escrow, I wondered which the person was calling about. The following conversation occurred between us…

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Outcome

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Now after having met and spoke with Mike on the phone, a bit later that day I went to walk Mike’s lot and spend a little time putting together a Competitive Market Analysis to discuss with him. Knowing what I did coming out of our initial conversation, I actually listed his lot for $1,150,000 and then, several weeks later, sold it to my own buyer (who did in fact want to build) for $1,025,000. I then took Mike and MaryAnn out shopping and they quickly purchased a lovely home in a great, although different, neighborhood for $2,495,000. But wait because, as is often the case when using The Production Model^®PRO, there’s more. Based on what I learned while shopping with them in the new neighborhood (which previously I’d been unfamiliar with), I thereafter went on to experience a major deal chain in that area—and an excellent example of perpetual production—in which I had more than a dozen additional transactions come together totaling approximately $20,000,000 in sales. All starting with the above Sign Call and due in large part to my effective process of talking with people…

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Analysis

First of all, and as is often the case in a Sign Call situation, the caller seemed to be the evasive, just-want-info type. In that way, he sort of fit the whole “buyers are liars” shtick often heard in the real estate industry. But even though it’s a prominent cliché in the business, the expression isn’t true. What is true is that the agents who repeat it typically don’t know how to deal with that type of potential client.

In contrast, the approach I took to the conversation with him embodies a proven strategy for success. Through effective use of the ask-to-listen technique I was able, despite a bit of caller caginess, to seize the flow of information early on. In a classic display, as the call unfolded—toward the front, in the middle, and approaching the end—I harnessed the power of triangulation to great success, eventually gaining an instructive reveal as to value and price.

And as I purposely vended opportunity from time to time, the caller began to loosen up, allowing me to get a better feel for what he would do and, importantly, what he wouldn’t do. Note how the general theme of the call was never about me attempting to impress him or convince him that we should work together. Pretty much, the call was about him — a lesson that far too many agents never learn.

My role in the Sign Call conversation showcased, through the various skills I put in play, how to fairly quickly and quite effectively coax the wants and needs of a potential client to the surface. Ultimately, I was able to define how I could help him and that he was on board with it. Consequently, I set my course to a series of big paydays!

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