What would happen if, the next time you sat down with a potential buyer or seller, you focused your entire presentation on them rather than on you?
Fears And Goals
Buyers and sellers are stressed out. They're planning major changes in their lives. They want to know two things.
- Can you get their goal met of buying or selling a house?
- Are they going to regret hiring you?
They don't have much room left in their brain for more than these two issues. And these two issues come down to one actual question which is: are you the right person for them?
Getting The Job
How can you convince a buyer or a seller that you are the person for them?
Buyers:
- Be interested in them and their situation.
- Let them talk.
- Get them to tell you not only how many bedrooms and baths they want in their home, but why.
- Are they using one of the bedrooms as a den?
- Do they want privacy from their kids in their master bath?
- Do they have a special needs child that the house has to fit?
Sellers:
- Ask why they are selling.
- Is it a happy move or a sad move for them?
- What does their current home represent to them?
- How can you help them with the transition anxiety that they are facing?
Listen and Reiterate for Clarity
If you spend more time listening than you do talking in a listing or buyer appointment, the likelihood is that you will get the client. Get them talking and keep them talking until they have filled you in on the salient details about their life, their reasons for moving, their fears around their purchase/sale, and their hopes for the future. Then tell them what you've heard them say to make sure you have it right.
For most people, just knowing that you cared enough to ask and listen is enough to convince them that you are the right person for them. After all, you know them so well already - right?
Kelle Sparta is the author of The Consultative Real Estate Agent - Building Relationships that Create Loyal Clients, Get More Referrals, and Increase Your Sales, as well as being a speaker and trainer specializing in the real estate industry. Kelle is the founder of Sparta Success Systems, a real estate training company that provides tools, coaching, and training to empower agents and brokers to create lives and businesses they can love. For more information, visit her website at www.spartasuccess.com.
Kelle -
Sounds good! Getting that deep would alslo help find their motivation. I usually get this information, but not normally on the first or second conversation. Thanks for the post!
Good listing techniques...oops a slip there, Good listening techniques. Thanks for the post.