Sell More, Earn More, and Get Rave Referrals from Elated Buyers
Jeff Shore reveals how to accelerate real estate sales by delivering the unforgettable, emotional experience that buyers want.
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Real Estate Has Changed
Are you evolving with the times or getting left behind?
The critical path is out. Knowing everything about a house and its community is no longer enough — buyers are savvier and more informed than ever. It’s not about selling bedrooms, or bathrooms, or skylights, or even the house itself.
Today, real estate is about helping your buyer envision their new life in their new home.
When you see through the buyer’s eyes, you create unforgettable emotional experiences that accelerate sales, increase conversion rates, and earn priceless word-of-mouth marketing. And you will enjoy your job more along the way!
In Jeff Shore’s groundbreaking new book, Buying the Experience, you will learn how to personalize every home, engage buyers emotionally, and deliver experiences that sell.
What You’ll Learn
Why You Should Focus on the Customer First, and the Home Second
Understanding how to sell is not the beginning. Understanding how a customer buys is truly the first step.
The key to success in real estate sales today is to stop doing “demonstrations” and instead partner with your buyer to help them mentally try homes on for size.
A demonstration is about show-and-tell.
An experience is about envisioning a new life.
Letting the “Why” Reveal the Path-to-Sale
What if I were to tell you that the most important principle in showing a home is NOT about showing the home? It’s about the buyer. More specifically, it’s about the life your buyer will live in that home.
Creating that vision of the future depends on discovering what your buyer is trying to fix. How does their life need to be improved? When you go deep in this discovery process and focus on the “Why” instead of the “What,” everything changes.
If you know your customers well enough, they will literally show you how to sell them a home.
The Six Rules of Experiential Selling
When you know enough about your buyer to show them a one-of-a-kind experience of a home, it’s time to transition to creating the experience.
There are six simple guidelines for doing this to keep the focus on the buyer, tap into their emotional state, and help them narrow down what they want.
Understanding these strategies should inform every move that follows.
How to Create the Experience
Rules and mindset are just the set-up. The last section of Buying the Experience is your practical guide to creating an end-to-end journey — room-by-room from the exterior all the way to a simple but powerful close. You will learn how to:
- Take the right approach to the exterior experience
- Create a grand entrance – the single most critical and potentially magical moment in the experiential selling process
- Give The 5-Point Room-by-Room Experience™
- Show a vision of the buyer’s life in each key living area
- Build to an emotional crescendo
- Craft a close that is based entirely on a partnership with the buyer
Put All of This Into Practice
The goal of this book isn’t to show “thought-leadership” or serve as a soapbox about sales philosophy. It’s designed to be a practical field guide that will transform your life by helping you sell faster and more successfully.
Every chapter closes with practical questions and exercises that will put these principles and techniques to work for you and your buyers.
When you order, you will also instantly get a 5-part video training series, an exclusive podcast and a free preview chapter that will help you turn your vision into action – all delivered straight to your inbox right now.
Order Now to Get Exclusive Bonuses
5 Part Video Training Series: “The 5 Habits of Experiential Selling”
People don’t buy a home—they buy the experience of living in a home. This series will get you out of your old habits with a step-by-step guide to getting past buyer’s filters, engaging emotionally and selling the experience.
Exclusive Podcast: “Creating Stories Your Customers Will Share”
“Customer service” is giving way to “customer experience.” This insightful podcast shows how companies like Apple, Uber and Tesla create outstanding customer experiences. Learn how to do the exact same thing in your own business!
Free Preview Chapter: “How We Got Here”
What are all those real estate agents on House Hunters doing COMPLETELY wrong? Get a first look inside Jeff Shore’s new book before anyone else and discover how you can avoid the four most common pitfalls of showing a home.
to Get EVEN MORE!
8-Week Leader Guide: “A Sales Leader’s Guide to Buying the Experience”
Don’t settle for anything less than mastery of the new skills that Jeff Shore teaches in his groundbreaking new book. This 8-week Leader Guide walks your team step-by-step through the real-world applications of the book. Designed for you to use in your weekly sales meetings, you will accelerate and multiply your sales with this hard-working and easy to use roadmap to success!
Deep Dive Video Program: “Accelerating the Experience: Making It Easy for Buyers to Buy”
This 30-minute deep dive video series takes your team on a deeper journey into their buyers’ minds and emotions. Your team will learn how to accelerate the buying experience by making it easy for the customer to buy. Show this series in three parts at your weekly sales meetings and help your team craft the perfect experience for their buyers.