Today, what we’re going to be talking about is effectively how to take better conversations with clients. And I’m not talking about from a real estate perspective. I’m talking about from my perspective when I’m selling.
And I do do sales in relation but to business sales. But sales is the same kind of process regardless of what product or service you’re selling. So I was looking at some statistics and so the difference between calls so the agents have basically got a load of tools available for them.
One is emails, which I’m sure a lot of you use. The other one is social messages, WhatsApp line WeChat, whatever the options are. The third one is obviously making a voice call, which is probably the most effective one that you probably have at your capacity.
But when I was going through the stats, the highest conversion is if you get someone out on a viewing. Now, it’s not really a viewing is just meet. When you’re meeting someone, you’re engaging with them on a personal perspective.
So this is kind of the highest convergence that one in four deals close in our platform if the person actually meets them. So when I kind of take any form of calls, I’m very tempted now, and I always do, to take video calls. Now think about video calls in relation to what this is achieving in relation to talking to you.
Number one, you probably feel like you have a personal rapport with me. You’re speaking to me on a daily basis. You can see me.
It puts a face to a name. Otherwise, I’m just Michael. No one know who I am.
Number two, it builds an element of trust and it builds an element of confidence. And with videos, it effectively allows you to basically do lots of things. And we can walk through what video calls will do and how effectively you can get your clients on video calls.
Now our understanding, based on the stats I’ve been researching, and I’m pretty certain about this, because every time I’m selling, I always get them on a video call because I want to build rapport. Because otherwise you’re just a WhatsApp number. Think about it, when you have more of a connection, emotional connection to someone, especially in sales, you’re more likely not to just chuck them away and find someone else, but on WhatsApp? Or email, it’s very easy.
So the question is, how do you get people on calls, on video calls, and what tools are available to you and how do you structure the call, and et cetera, et cetera. So I’m going to share my screen and walk through with you exactly my process that I utilize. And we’ll do it in the next ten minutes.
So I’ll send you all the links in the summary, so don’t worry. Okay, so the easiest way which we have available to create a video call is to just use Google Meet, which is currently we’re on Zoom but if you go to meet Google.com on any of your firstwise accounts, you just click new meeting.
You can schedule a meeting in the Google calendar and it will basically send them a link to a video. Super, super easy. Another way you can do this.
So I was looking at the benefits of video calling. So I did all the research before, so it’s super high. So I was just working out if everything I was saying is 100% backed up by stats.
So when you go to your calendar, another way to get a video call is effectively you can just click on a date and you can click so say we’re having a meeting, let’s just say the client is called James. So we’ll do James X Mike, and I’ll do a little that I’ll be like, yep, something like that. So it’s very, very clear.
Add in a video call, which is just one whoever James is, and put in description and add it to their calendar. So they’ve got a nice schedule. It’s very easy to join.
You can join from any device. Okay? So try and get your customers on video calls. Now, I’m sure lots of you are probably killers face to face, absolute killers.
But when you’re on WhatsApp, you’re as good as anyone else on WhatsApp or when you’re on email, it’s very challenging. But you really want your personality to come into play. Think about when you speak to people face to face, how many deals you actually close, and the number is probably a lot higher.
The issue is getting them face to face. Now, the benefits of a video call is extremely high. Now, number one, the question is that some of you probably, well, what do we actually sound a video call? I actually help you with this as well.
So always going back to chat GPT. I am a real estate estate consultant selling real estate in I have a 15 minutes intro call, intro call with my client looking to buy. Please give me a 15 minutes agenda.
Basically, this is going to tell you really what you should be effectively saying. So in this instance, 1 minute introducing yourself, et cetera, et cetera. The second is a brief overview of hin.
Give them about the location, et cetera, the type of properties available, property features, amenities, financing. And next steps is to finalize the call and if you’re interested, put in another follow up call. Okay? So to create an agenda is super easy.
Just chat GPT, hey, give me agenda, I’ve got a call. You can give it some more information. Say for example, you’re looking at specific property, but basically this will be the agenda.
Okay, so you’re on the call. And the biggest problem with all meetings is that a lot is said and it’s very hard to remember what was said unless you’re taking notes right now. Taking notes is now something of the past and I want to show you how this works.
So there’s an app and I’ll share the links, don’t you worry. There’s an app called Supernormal, okay? And it plugs into Jeep to Google for free. So every meeting you do, it’s recording.
Okay? This is a meeting I had on the 4 May, okay? This is with someone called Kawani, someone in Spain that works for Lifehall, and we’re talking about something in the UAE. But basically what it’s doing is it’s recording the whole conversation, everything we say, which I don’t need to read, and it’s summarizing it. So I haven’t actually wrote any of this.
The software has actually done this for me and it’s just basically summarizing the whole call. This is the gist, these are the action points and this is the summary. Yeah, I can say, actually, I don’t like that action point.
I don’t like that action point. But I like this one here and I like this one and I like this one. And in terms of the summary, this is a good summary and that’s a good summary.
So you can go back and have a look at it. So I have this and effectively, I can just click here and just click Share and just send an email with the notes of what was happened. Or I can add this to Pop deal super easy.
So you can effectively get off a call and don’t have to take any notes. It’s all summarized. Now this is going to summarize any call much better than you’re going to write notes because realistically, you guys are really busy.
You’re just going to be writing, oh, this guy was interested in a two bed. But all the notes are there. The full conversation is there.
Now, this conversation was 42 minutes. There’s a lot of information there for 42 minutes. All summarized.
Okay? So in terms of taking notes, Supernormal is amazing. I believe it’s free up to like 30 meetings a month. So you can probably use it for a good amount of clients and get tested.
It’s a super amazing platform. It makes your life easy. So if you have a video call with anyone, it will just literally sit there as your personal assistant, your best friend, summarizing all your notes.
And it’s something I’ve been trying to get done for years and years, and our technology has actually made this possible. So that’s also an amazing win. But let’s just talk about as well what you can do on video right now.
The honest truth is you could be like, well, let’s just go to Fazwaz.com and you can walk through them a process and talk about them exactly like I’m doing you, and say, well listen, these are the best properties I’ve highlighted for you for blah, blah, blah. Or you could show them how to use a platform in a better way.
But you can really show that you are an expert on information. So you can show your video screen and say, hey listen, did you know that if you wanted to, you could actually implement more filters down here? So we can say, well, you’re looking for pet friendly, et cetera. Because a lot of people won’t know this right now.
If you’re walking through them and sharing your screen, they’ll be able to see effectively you. So they’re building up a persona and a also you’re demonstrating your knowledge and your expertise. It’s super important to distinguish yourself from everyone else, okay? You’re a fazwas agent.
You’re working for probably the biggest brokerage in the country that has the most pull by a yep. And you’re experts, or you’re trying to become experts to say the minimum. So really demonstrate your knowledge, right? Because the easiest way is just to be like, hey, someone WhatsApp? That’s probably the easiest way to do something usually.
But the easiest way is and doesn’t actually get you the best outcome. So if I’m going for example and wanting to do any form of sales myself, whether it’s raising venture capital or selling companies, I have to get people on the call and build a rapport. It’s very hard for me to it’s very hard to build that rapport over a WhatsApp message where you’re just a picture.
It’s very easy to be like, I’m not going to respond to you anymore. Okay? The other thing is that putting a face to a name is super important, right. Use your personality, let it come out and shine.
It’s very, very hard to grab someone on a call, but on a video call, especially if it’s two ways, it’s very easy to engage how much they’re working with you. So I’m just going to go and recap some of the stuff I said. This is short meetings, okay? So the first one is that I looked at the stats and it’s everywhere.
So just to show you, you can go video calls versus phone calls, sales stats, right? It’s everywhere in terms of 93% of mark Sellers report video converts the same or better than any other content form. Get yourself on video if possible. Now I’m saying it’s not always possible.
So give them the option and you can give them the option in calendar or whatever tools you’re using. Hey listen, I’m actually available for a 30 minutes property consultation at any point, book me in for a calendar and I’ll talk to you face to face. Join.
You’re not always going to get them on a video call, but try them. I promise you your conversion metrics will start increasing because just think about it, you’re building that rapport. It’s really, really important.
Okay? That’s the first thing. Try and get them on video calls software to get video, call Google, meet. It’s so easy.
It’s free. It’s really easy. Go to meet Google.com,
just schedule a meeting. Or you can actually, as we mentioned, you can go to your calendar as we mentioned before, just click a time and just click Add video conferencing. Make sure you have a title you can put some description in.
Say, hey, this is a video call, please join. So once you’ve got the video call, set your agenda. I am doing a rentals call for someone looking to rent in Chiang Mai.
Chiang Mai. I need a ten minute agenda. Ten minute agenda, right.
And chat GPT will give you the whole you don’t have to follow this, but if you’re unsure about how to direct the conversation, then definitely use this to direct the conversation because you give it more context. That’s probably very little context I’ve given it. So we can give you roughly what you should be talking about.
And if not, speak to one of the team leads. They’ll be like, this is kind of the stuff you should be speaking about. So you’ve got the agenda.
When you’re on the call, use Supernormal, just sign up, connect it and it will summarize the whole call for you. Now this is the best way to get full on notes in relation to where you are. Okay? That’s kind of the end process.
1 second, stop sharing. So if you can get them on video calls, I promise you, you will convert better than if you didn’t. It’s probably guaranteed because you’re building a rapport.
The second is that come up with agenda. Don’t just be like hi and you’ve got nothing to talk about. Demonstrate your knowledge, share your screen, share your knowledge.
Be like actually, have you used a platform like this? This is how you find the properties. This is some of the laws that are around. Walk through them with you just like you would if you were doing something else in terms of very professional capacity.
Number three, use supernormal. Summarize all your notes. You can send them to your customer afterwards, be like, hey Fred, this is just a summary of what we chatted about.
I can’t wait to talk to you on Monday next week and we’ll run through the options and we’ll take you out in a real viewing because you’ve already got the rapport built up. So try and follow this in that process. Try and get people on calls.
It’s called a virtual meeting or a virtual viewing. It’s kind of like a viewing effectively because you’re building the same communication you would have. And unlike this call, they will be on the call as well.
So it’s more two way on this call. Now. It’s very much I’m giving and I’m not having the interaction backwards because I can’t see your faces.
But on a normal video call, you would see them. You can make some jokes, build up some rapport and laugh and build trust in who you are as a person and want them to buy from you as opposed to buying from the company or buying from another agency. So that’s the day.
It’s very short. So thanks everyone. I’ll send you some notes afterwards.
But see how many people can actually get people in videos. You will be shocked by how much you change this. So have a lovely day and I look forward to speaking tomorrow.
I think that’ll be like the final one from me, but awesome. You guys are brilliant. Thanks so much for everyone attending it’s.
Really appreciate.