I recently hired a new agent, so, I was in the process of training him to do things the way I feel they should be done. One of the first things that I told him is that nobody wants to be "sold" anything. This got me to thinking about what a valuable lesson this is. As Realtors, it is our job to show people possibilities, to show them their options, give them choices, based on what we learn from them. Many times, people don't know what they want until they actually walk into homes that may fit their needs. They may think that they know beforehand , but they have many misconceptions. They surf the net and they think that they have all the information they need. That's why we Realtors have a job! Because you can't get all the info you need from the net. That is just a starting point.
In our business it's all about asking the right questions. The most powerful question is "Why?". Mr. Buyer, you say that you want 4 bedrooms, why? Oh, one of them is going to be your office, so, if you had 3 bedrooms plus an office, that would work for you, right?
Now, if your buyer has an unlimited budget, it doesn't matter, but that is not the bulk of the business for most of us.
The point is : listen to the buyer's wants and needs. This listening activity allows me to have greater success when helping a client find exactly the right home and thus making that sale! Also, I pay attention to their budget and, hopefully, we can fill their needs within that budget. This brings up my last point. Most buyers will pull a number out of the air and make it their budget. Mr. Buyer, did you know that interest rates are extremely low right now. Talk to your lender. You may be surprised at what you can afford now.
As we all know , these rates will not last, but, for now, people can afford much more home than they could when rates were in the 8-9% range. They need to know that!
Thanks so much for reading and I look forward to your response! Steve Houck
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