Every client we come into contact with has a set of hot buttons. Hot buttons are the problems, frustrations, and concerns that most clients consider when they do business, buy a product, choose a professional, or select a service.
It is crucial that you keep the hot buttons in the order of the client's priority, so that you connect, relate, and give the client what they truly want. It is important to note, that the main hot button almost never has to do with the price, even if the client says it is. Here is where you need to dig deeper as to what the underlying reason is, beyond price. We have all known clients who will pay a higher price when they see the value. And, the value, to the client, is their hot button.
Once you know the hot buttons, the next step is differentiating yourself from the others in your industry, to show the client how you actually "get them", will get the job completed, and are clearly the best and only choice for them. Intertwined with this, is knowing the difference between an objection and a condition, and us buying into "their story". Our job is to assist them in achieving their goal, so ask enough questions so that you can fulfill what they really want. Do not assume you know! Ask them.
Be confident, ask questions, and listen. Then confidently answer, ask more questions, and listen again. Repeat. Then prioritize their hot buttons, ask more questions, and do what they hired you to do, and take care of their real estate needs!
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