If You Don't Ask Questions, You Won't Sell

Last week, I went on a quest to find a clarinet for my daughter, a beginning band student. Because I am a REALTOR®, I know that renting is basically throwing your money away for little benefit. Sure, I don't have to fork over $250+ up front - but over the course of the school year, I'll have spent nearly that much in rental fees, giving the clarinet-lord money, and I will have what to show for it?

If my daughter decides to switch instruments or quit band, I'll have nothing but a bunch of canceled checks, instead of a nearly new instrument to resell and recoup some of my investment (unlike real estate, especially Wallenpaupack lakefront property, where you are likely to make a profit on your resale.)

Mr. Rice told me to forget the music store I had in mind---I would only find guitars, some drums, and guitar strings there. Nothing else. Bullheaded Irish-Swedish gal that I am, I said I'd give it a try anyway. There might be something used or on consignment.

He shrugs, and says "All right, it's your time..." I probably should have listened to him, as he's a musician (guitarist to be exact) and knows the music stores like the back of his hand. But I'm an Irish-Swede, I'm a woman, and I was on a mission. Get out of my way!

At the shop, I found exactly what my husband told me I would find: guitars. Lots of guitars. A few drums. And lots of guitar strings. I was soon greeted by the salesperson.

"Hi," I said. "Do you sell anything beside guitars?"

"Nope," he said firmly, without hesitation. Noting my disappointment, he added: "Well, a few drums, some bass, but that's about it."

"Rats," I said. I could have left the store then, grumbling that Mr. Rice was correct. A lot of people would have said "Oh, thanks, then..." and left. But I am actually compelled by an irresistible impulse to tell everyone what my point is. I feel as if they actually care what I'm doing or what I'm looking for.

"I was hoping you had some band instruments..."

He shrugged and said "Well, I do have a couple of clarinets."

I raised my eyebrows--I thought he didn't sell anything but guitars? And a few drums? And some bass? That's it?

He continued: "Also, I have a sax, and a couple of flutes, too."

I also spied some keyboards that he forgot to mention as well (unless the keyboards weren't for sale.) He got out the two clarinets, told me a little about them, and I thanked him for his time. I had to talk to my husband, blah blah blah.

Leaving the store, I thought: there has to be a real estate lesson in here somewhere.

Ask the right questions or lose customers.

The music shop salesperson really dropped the ball. When I asked about the guitars, he should have responded with "What are you looking for?" or "Yes, we mostly have guitars, but we have some other instruments as well. What is it you need?"

As a buyer's agent, you need to know specifically what customers are looking for. Do not worry about being nosy or or appearing clueless by asking your customers a lot of questions - you need to know what customers need in a property to avoid wasting your time and theirs by showing homes that will not work.

Sometimes, customers ask me if there are any Lake Wallenpaupack lakefront properties for sale within a price range of $250,000. I could simply say "Nope," and leave it at that.

The customer walks away dissatisfied, and I miss out on a potential sale. By asking the right questions, we may learn that Jane Buyer is actually looking for any lakefront, anywhere - she just asked about Lake Wallenpaupack because it seemed obvious. Maybe she would be just as happy to have a lakefront home on Paupackan Lake or Lake Westcolang. Or maybe, Jane doesn't really need a lakefront. Maybe Jane will be spending all of her time on the boat, and she really needs, simply, a home with a boat slip. Why let her think she needs to spend $500,000 on a lakefront when a 2nd or 3rd tier home with a boatslip will give her what she needs, at half the price?

There are many questions you could (and should) ask buyers, beyond spitting out a price quote and giving a simple "Yes" or "No" to their initial questions. When you hear other people gushing about how their real estate agent found them "just the right property", do you think he or she was psychic? Of course not--a savvy real estate agent will not only listen to what their buyers have to say, but know what questions to ask along the way.

Don't  be like the music shop salesperson - care what your customer's point is - discover how you can best help  find the home he or she wants to buy.

You won't know unless you ask.

 

 

Maybe you're a buyer looking for the right property in the Lake Wallenpaupack area - or perhaps you would like to sell your home and have questions about its value. Feel free to send an email - I promise to do my best to help you with your real estate needs.

Guitars Photo from MorgueFile by DTCreations