Sounds crazy, doesn't it, to go from a phone call that ends with the buyer telling you that they aren't committing to any one agent and are just gathering information, to two hours later getting a call that they would like to use you exclusively to help them find a home.
Well, I'm going to let you in on a secret. If you ask the right questions and can find that one little hot button, they could be your exclusive buyers or sellers in less than 2 hours also.
I discovered this method about 2 years ago and I try to use it with every person who calls. I know they are looking to buy or sell, but there is always more to a person than real estate, they key is to find out what that is!
I had a caller call and was asking me about information on one of my listings. He told me straight out that he wasn't looking for an agent and was just gathering information. Now he's made it a challenge and I wanted to change that mind. I can tell you I did and I'll do it again.
I started to ask questions that really have nothing to do with real estate, like what he did, what his hobbies were and mixed that with real estate questions. During that conversation, I found out he was a vet and was hoping to find a home that could be bought with a VA loan.
Here was his hot button, he was a veteran and he wanted to save money. I told him that I thought I had the perfect home for him and if I could get his e-mail address, later that day I would send him some information on it.
That is when I went to work! I found out all I could about savings offered to veterans in my area and I wrote a blog post about it called, "Are you a veteran living in, or wanting to live in, Washington County?" Then I called him back and said, "I was thinking about you and I got some information that I just sent you via e-mail as a kind of a thank you for our service to our country."
He was so grateful that I had listened to him that he and his wife wanted to meet with me immediately and he made me his exclusive buyers' agent that day, within 2 hours of the initial contact. He had talked to 7 other Realtors that day and not one of them had caught the fact that he was a veteran and that he was looking for savings.
I ended up saving him over $5,000 that day because of my post and he said he wasn't going to forget that. It pays to ask questions and to listen, because if you do, you will truly find what they are looking for and it may not be real estate related.
Todd Clark - broker
Kastings & Associates