Control vs Confusion
How many times have you taken a buyer to multiple showings and by the time you are finished, the buyer was so confused they couldn't remember what they saw? Many of you may already practice this, however, for those that want to help the buyer and allow you to stay in control of the real estate process, try this.
Once you have shown three listings, ask this question. "Now which one of these homes (or real estate properites) would be your first choice"? Then rate the properties (write it down on the listings).
When you get to the next home, you would ask, "Now considering the home you identified as your first choice (remind them of the identifier, see below), where does this home rate on your scale?" You continue to refine the listings until you have finished all your showings, or they decide on what they want. Keeping the "first choice" home in their mind (unless they have identified two possibilites, then use both, but try not to use more than two or you will be back in the same boat as before).
One more point, try to find something unique about each real estate property the buyer identified while looking at the property (you may want to ask them some questions until you can locate an identifier). I call this unique point as my "identifier". Maybe, it's the kitchen island with the granite top, or the large oak tree that is perfect for the kids, or the basement that would be the perfect place for a home theatre... whatever it is, just use this to identify the home as you refer back to it.
Try this and let me know how this works for you!
Comments (4)Subscribe to CommentsComment