In nearly every market across the country sales volume is down significantly. Many markets are off by over 25%. That means there are over 25% less commissions to be earned. The pie is smaller. How can you ensure that you get your piece of it? It’s a Buyer’s Market. Buyers have an advantage and they know it. To capture the serious motivated Buyers, to have them take you seriously, to have them want to meet with you and work with you, you need to have a captivating interaction with them by phone or e-mail.
There is only one way to have that interaction. I recently read an article written by Rich Levin that really had some good tips on that initial interaction. I hope you enjoy it!
“The Interaction: If the person you are talking to is in your Sphere of Influence, a personal referral or a repeat customer, start by asking questions that show you are interested in them and their move. You then ask questions about what they are looking for and where. As you answer their questions, you then proceed with the script below.
Provide the information they want regarding the property they are inquiring about and immediately ask a follow up question that indicates that you are knowledgeable and interested in what they want. Like this: “That one is $279,900. Is that the price range you were considering or are you looking higher or lower than that?” Then follow up with similar information and questions about location, number of bedrooms, and square footage.
You then ask, “Tell me all the things you are looking for in a new home and I’ll make some notes.” If you have gotten this far and they have answered all your questions, follow this process to make the appointment (if you want it).
As they offer their desires, acknowledge them with comments like: “great,” “sounds perfect,” “I like that too,” “mmm hmmm” to indicate your sincere attention and interest.
Next, ask this: “Do you have a copy of all the latest documents and contracts used during the purchase process? I find that if you are familiar with the paperwork ahead of time it adds to your confidence and reduces stress when it is crunch time and you want to make a decision on a home that you like. Has anyone gone over a copy of that paperwork with you?”
And ask this: “Hmm, has anyone sat down with you and gone over the whole process of buying, like when you will need legal counsel, what inspectors and inspections you may want… really everything from now until you are happily moved in so you can be more comfortable and confident through the whole process?”
And finish with: “Let’s do this. Let’s get together. I don’t bite. I promise. I’ll go over all of that with you. I’ll give you a copy of all the paperwork and I’ll walk through the whole process with you. If we hit it off, I’ll help you buy your next home. If not, we’ll go our separate ways and I promise you will be a lot more informed, confident and ready to buy. Although, I think we are going to like each other. What afternoon this week would be best for you?”
Some variation of this is the only way to capture Serious Motivated Buyers. With Internet leads you do exactly the same thing in an e-mail exchange.”
I hope you found this information useful. We are trusted advisors focused on helping YOUR business. To find out more about what we can do for you, email us at info@thefernandezgroup.com or visit us at http://thefernandezgroup.com
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