Identifying the customer's "wants, needs, desires, hopes, dreams and aspirations" are the essentials to any training program.  Simply put, once you have identified these essentials, you have a chance to close a sale --- UNLESS you are confronted with "the third party expert".

Boca Raton Homes for Sale

A third party expert (TPE) can be anyone - a husband, wife, sister, brother, friend, cousin or another customer interested in the same or similar product who has no ties to your customer.  When a TPE vocalizes their opinion, often times it is considered "written in stone".  If the input provided by the TPE is positive, you have a greater chance of closing the deal.  If it's negative, it often times is a dead deal.

Franklin Covey

The same TPE experiences are found when we are selling real estate.  I have had clients in the past who rely on the TPE to make their decisions for them.  Often times these TPEs are hundreds or even thousands of miles away!  By the time they make their "remote decision", the property they have been looking at is already under contract.

How do we deal with the TPE?  Just as we would any other sales situation ---- know your stuff, maintain your customer's trust and don't be afraid to provide your input even if it may be contrary to the TPE.  Obviously, it's not what you say but how you say it that matters. 


Rick Schuster

Licensed Real Estate Broker - Jaycee Realty, Inc.
Licensed Title Insurance Agent - Home Guardian Title, Inc.
Licensed Mortgage Broker - Leading Edge Mortgage Corp

20283 State Road 7 - Ste 400
Boca Raton, FL 33498

561-206-2835 - via Google Voice
561-988-2546 -Fax
       

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Post is included in group: Realtors®
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2 Comments on The Third Party "Expert"

SEP
19
2011
4 Featured Posts Outside Blog

I learned about TPEs early in my career.  If a young couple says parents are giving them money for the downpayment, I have the parents come with us!  If the purchase hinges on a TPE, then I want that person in my car.
8:09am • #1
1 Featured Post Outside Blog

Thanks Margo -- GREAT input!
8:11am • #2


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Rick Schuster

Boca Raton, FL

More about me…

Jaycee Realty, Inc.

Address: 20283 State Road 7, Suite 400, Boca Raton, FL, 33498

Office Phone: (561) 206-2835

Email Me

As a Licensed Real Estate Broker, Licensed Title Insurance Agent and Licensed Mortgage Broker, Rick Schuster puts together all of the pieces of the Real Estate puzzle.

As a Licensed Real Estate Broker, Licensed Title Insurance Agent and Licensed Mortgage Broker, Rick Schuster puts together all of the pieces of the Real Estate puzzle.


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