Sales Techniques
for Real Estate Pros
by Janet Wickell
from http://about.com/
How many times have you shown a buyer a series
of houses you thought matched her needs, then
ended up writing an offer for something entirely
different? How about buyers who lose interest
because you just can't locate the right property?
Both scenarios happen to most agents occasionally,
but when either is a common occurrence it's time
to figure out why.
In a Rut With the Same Old Questions
We all seem to ask the standard questions: how
many bedrooms and baths do you need, what's the
minimum square footage you require, is a garage
or basement necessary? Those questions can all
be answered with a "yes" or "no,"
and the responses easily fed to our MLS databases.
Unfortunately, they don't provide much information
about a client's desires.
When we ask open-ended questions, we gain better
insight into what the client is really looking
for. What is an open ended question? It's one
where the person you are talking with is encouraged
to give a more detailed response.
Instead of asking what type or size kitchen a
buyer is looking for, ask how they use their kitchen
area. Do they entertain a lot, and if they do,
is it with large groups that would benefit from
open spaces or small dinner parties that would
be more comfortable in a formal dining room?
Someone who loves to cook would probably be impressed
with a chef's kitchen, but the client who would
rather bring home Chinese take-out might prefer
to see extra dollars invested on amenities in
other parts of the house.
More Answers = More Questions
You'll find that each answer to an open-ended
question leads to the opportunity for more questions
and answers. Before long, you'll have a better
overall picture of what the buyer's true needs
are, and that gives you the edge when identifying
properties. Even though you might not hit the
perfect property the first time, showing buyers
things they like right from the start is a great
way to keep them from drifting to other agents.
You Have to Know the Market
When buyers describe their dream home, you have
to know where to find it. Set aside time every
week to view new listings. Attend open houses,
especially those held specifically for agents.
Those showings give you the opportunity to get
to know your fellow agents. Your peers are one
of the best sources of information available to
you, and working with them always brings rewards.
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