The DRAMA of Real Estate, feel it, or leave it.
Drama, as described in Webster's dictionary is: 1 a literary composition to be performed by actors: play, esp. one that is not a comedy 2 the art of writing, acting, or producing plays 3 a series of events suggestive of those of a play 4 dramatic quality.
Dramatic, also described in Webster's dictionary is: 1 of drama 2 like a play 3 vivid, striking, etc.
Dramatize, also Websters...1 to make a drama 2 to regard or show in a dramatic manner.
When you meet you customer or client for the first time, How do you present yourself?
Are you dramatic? Do you oversell the listing? Do you do your homework and figure out exactly what they want?
OR, Are you selling what you want your customer or client to buy?
Do you sit down with a customer before you show them a property and really get a feel for what they are looking for? Do you prequalify?
Do you waste time by showing more properties than they will remember in one day?
I send my customers at the most 10 properties at a time. Of those 10, I tell them to pick the top 3 they like. Really, they "know" what they want...so eliminate the others.
HERE'S MY SUGGESTION! This is based on feedback from some special buyers that I have worked with.
1. Tell me the three properties that you like out of the 10 that I've sent you.
2. Show them the three they liked...get their feedback...then internalize and send them 5 more after they explained.
3. Hopefully, you looked and listened and know a little more. Tell them to pick three of the 5.
4. Schedule the three.
5. Get an offer of one of those...or move on. JMHO.
HOW DO YOU WORK A SALE?
http://www.KarenMonsour.com, 954-464-4194
(Copyright© 2009 Karen L. Monsour, All Rights Reserved.)
Comments(4)