Real Estate Blog - The DRAMA of Real Estate, feel it, or leave it. How do you handle your customer/client?

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The DRAMA of Real Estate, feel it, or leave it. How do you handle your customer/client?

The DRAMA of Real Estate, feel it, or leave it.

Drama, as described in Webster's dictionary is: 1 a literary composition to be performed by actors: play, esp. one that is not a comedy 2 the art of writing, acting, or producing plays 3 a series of events suggestive of those of a play 4 dramatic quality.

Dramatic, also described in Webster's dictionary is: 1 of drama 2 like a play 3 vivid, striking, etc.

Dramatize, also Websters...1 to make a drama 2 to regard or show in a dramatic manner.

When you meet you customer or client for the first time, How do you present yourself?

Are you dramatic? Do you oversell the listing? Do you do your homework and figure out exactly what they want?

OR, Are you selling what you want your customer or client to buy?

Do you sit down with a customer before you show them a property and really get a feel for what they are looking for? Do you prequalify?

Do you waste time by showing more properties than they will remember in one day?

I send my customers at the most 10 properties at a time. Of those 10, I tell them to pick the top 3 they like. Really, they "know" what they want...so eliminate the others.

HERE'S MY SUGGESTION! This is based on feedback from some special buyers that I have worked with.

1. Tell me the three properties that you like out of the 10 that I've sent you.

2. Show them the three they liked...get their feedback...then internalize and send them 5 more after they explained.

3. Hopefully, you looked and listened and know a little more. Tell them to pick three of the 5.

4. Schedule the three.

5. Get an offer of one of those...or move on. JMHO.

HOW DO YOU WORK A SALE?

http://www.KarenMonsour.com, 954-464-4194

Posted by Karen Monsour,REALTOR® Broward,Palm Beach,Miami/Dade! 954-464-4194 anytime! on 08/08/2009 11:15 PM

Comments (4)

Prequalify a Buyer and Understand Their Needs, Karen Monsour in the ActiveRain Channel

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4 Comments on The DRAMA of Real Estate, feel it, or leave it. How do you handle your customer/client?

AUG

No standard drama/play in three acts works for me.

There are great differences in how ready a client may be when you first encounter them. Some are far from a dramatic climax. Some are still learning their lines.

Some are getting close to being Tony material...but have been told to "go break a leg" by some impatient agent.

One act? Three Acts? A mini-series?

The show need not go on-and-on.

But it's a great director who makes a great show....not the actors.

AUG

JIM,

ABSOLUTELY, MY POINT EXACTLY! You may be the only one to understand what I am saying, however, no matter what, I appreciate your comment.

I set my clients up to get all of the listings that match their minimum criteria. Then when they decide which they'd like to see, I make arrangements to show them. There are very rarely more than a few homes to see at any give time that truly meet their needs so it's never an all day affair. The problem I'm having lately is getting their offers accepted. Everything is going into multiples and cash is king. That's a problem for folks in the $500K and less category without a lot to put down or alot of money set aside for fixing a place up.

As far as showing prequalified buyers only- that is certainly my preference. However, I find that some Internet leads give me nothing but an email address and I may have to show them one property just to make a physical connection with them and establish SOME kind of relationship. From there, it's get preapproved and ready to roll!

I listen to what they are telling me and narrow it down from there with their feedback. I do not send them or show them more than 4 homes in a day because just like you said it is too difficult to remember all of them and I should be listening. Each time we see a home the list gets narrower and narrower and I learn to know what they are looking for usually after showing them 3 homes. Just as said above - if I "direct" the act after knowing and seeing their criteria and personalities etc - it is a success. I also encourage them to look and drive through neighborhoods FIRST getting a feel for the area and seeing what is there... they can buy the best house in the world but if it s in a neighborhood they don't like - they can't move it...

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