365 Tips To Becoming A Successful Realtor - Tip 110 - Motivation is EVERYTHING!
Earlier this week I was attending a real estate class at our Keller Williams office and the instructor said, "If your don't know your client's motivation, then you don't know anything."
At first I dismissed it as an overstatement but then I started thinking about some of my past clients. Clients who did things that didn't make sense. Clients who sold their homes for less than they told me that they wanted. Clients who bought homes that didn't fit their search criteria. Could this be the missing link?
Many Realtors mistakenly think that the primary motivator in any transaction is money. While money is a strong factor in most transactions, I am now of the belief that there are other motivators that are much more powerful than money. You don't believe me and want me to name one?
DREAMS!
It isn't the Million Dollars that matters the most. It is what someone wants to do with the million dollars that counts.
Discovering someone's true motivation can be tricky. Here are a few questions that I ask to get the ball rolling:
Why is it important to you that your new home be in that specific neighborhood?
What would happen if you didn't get a home on 10 acres?
Tell me what it means to you to have a gourmet kitchen with a large island in the middle.
Exactly why do you need to sell you home before the end of the year?
This tactic gets so much more valuable information over the standard, "How many bedrooms? How many baths? How many..?"
In negotiations, knowing the other side's motivations can be a very powerful tool. As soon as you know what is more important than money, the game shifts considerably!
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