Building Rapport With Our Buyers Our Way
Inspired by Bob Stewart's challenge: Crowdsourcing: Scripts and Dialogues Aren't Just for Actors
Building Rapport With Our Buyers Our Way
Inspired by Bob Stewart's challenge: Crowdsourcing: Scripts and Dialogues Aren't Just for Actors
I like the way you break the ice by asking about family and occupation. It sounds like you really connect with your people.
As far as the last question goes, I'm not a huge fan. Sounds like a little bit of a pushy salesperson tactic. If they are truly motivated and understand that there may be other interest in the property, they will buy. Just my opinion, and only because you asked. Have a great week!
I see lately many people ignoring how valuable scripts are in business. . .good scripts are the ones that never sounds scripty. .
Pressure to buy is not needed if the timing is right, the property fits, is a match. It sells itself and you discovered it, found it because you listened to what they want, don't want and eyed the wallet or purse they carry. No script, just how can I help you, be of service. Or not. Are they ready is where it starts in the journey for a set of house keys, chair at the long conference room real estate closing.
Frank & Karen~ I like to use the FORD method myself. I also came up with a list of questions for our sellers and buyers. Great minds think alike!
Frank & Karen, the FORD method is a great way to build rapport. Your closing statement is a real winner.
Amanda and Jared ~ If we have the buyer signals leaning towards an offer , then we ask ... We are not pushy people at all ...
Fernando ~ You are so right! We let it flow a la natural ..
Andrew ~ No pressure intended. We let it move smoothly as possible.
Rich & Donna ~ Ah, great minds do think alike!!
Michael ~ Our closing statement only is spoken when we feel the time is right!
I first learned about the FORD way back in the 1970s - waaay before I got into real estate. It is universal in sales.
Lenn, I thought you didn't like scripts. You just used one of my favorites..."
"If this home were to sell tonight while you were thinking about it, would that be okay with you?"
I love that one. It is more of an objection handler, but it is a script just the same.
Frank, Karen, love the concept of FORD that I learned wayback from STAR POWER! (And had forgotten - now I remember it!)
Roger ~ Actually this one is our's ..
"If this home were to sell tonight while you were thinking about it, would that be okay with you?"
LENN SAID "THAT ought to get their attention!!! Love it.
Ralph~> you are so right!! The more we listen the more we learn .. from our clients.
Praful ~ A great concept using the FORD!!
Excellent questions to ask any buyer. As with the other commenters on here, I agree that last question is a great way to determine how serious they are. Buyers don't think that the home they saw earlier to day could sell later that night.
Suzanne ~ No pressure n the question, just trying to see how motivated they are.. Buyers find it hard to believe what they like will be bought by someone else..
Frank & Karen,
Using FORD...asking the right questions and listening attentively to your potential buyers...that is THE winning combination to successfully converting them into happy, satisfied clients!
Cheers!
I learned a lot of this from the Howard Brinton and The Starpower Stars, many of which are right here on AR!
I know that it was in your post, not Lenn's. I was responding to her comment about loving that one and the fact that it is a script. She had responded to another post saying that she did not like scripts. And if the verbiage isn't exactly the same, it is very close to the one that I have been taught, it still gets the same point across. Anyway, good job! And, I like your short, sweet, to the point, but non-threatening questions.
Roger ~ You are right Lenn doesn't like scripts but did like our question!! Have a great weekend!
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