I have the privilege of teaching a professional home staging course. It's part of my role to let students know that they will get inquiries/phone calls/emails asking ONLY 'WHAT DO YOU CHARGE?. I know realtors get asked the same questiona bout their commission, and don't you just hate it! So many studies show that people don't actually buy on PRICE but they buy on RELATIONSHIP. I suggest to my students that they do not answer that question right away but engage the potential client (realtor or home seller) in a conversation and start building rapport ie a relationship to see if there is going to be a good fit or not. If they think it's a good fit, then set up an appointment to meet in person, and if not they can pass the referral on to someone who might be a better fit, or not.
We must remember that consumers only ask based on what they know. When it comes to real estate most only know to ask about price. Have the same relative issue with residential mortgage financing.
I do hate it! Everyone thinks that people in this business don't deserve to get pay for what we do!
It is like someone asking me what their house is worth and I have not even been over to see it yet. I see it as a question that invites my business, so I do not hate it, I rather like it for the conversation that it starts that will lead to a listing or showing. The reality is that most things are sold by price, so it is an honest question.
Your advice to engage the potential client is great - it is the only way to lead to a transaction, start building rapport. Great post!
Merry Christmas to you and yours, :)
Barb
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