Man I Got Problems...Can you Help?

Mortgage and Lending with Tim Davis

Richard Lewis said, "I have problems flown in fresh daily wherever I am"

Do you have problems? Of course you do, we all have problems. In fact problems are thing thing that keeps us in business. If people didn't have problems, you wouldn't have a job. My wife used to fuss all the time about dust. She would by any new cleaner, broom, swifter, fluffy doomafloggy, anything to eliminate the dust. I got tickled all the time by this because the simple truth was that no matter how long she cleaned, swept, sprayed, begged, and prayed there was always going to be dust. That is the same with problems. The day the apple was bitten into, problems began.

This is the first in a 3 part series on How You Can Develop A Bullet Proof Elevator Speech That Knocks Em Dead And Has Them Begging For More! Let me ask you some questions...

Do you sell homes OR do you solve a sellers problem that is relocating? Do you find buyers homes or do you solve the problem of needing an extra bedroom for a growing family? If you want to have a steady flow of business, get in the problem solving business and you will never lack.

So how do go about finding problems? The answer is ask. Try asking these questions to your prospects (be sure to take good notes, because in an upcoming blog I will tell you the secret on how to put the answers you get to the ultimate marketing weapon - a USP!

Questions for sellers

  1. What CONCERNS you most about selling your home?
  2. What FRUSTRATES you about the home selling process?
  3. What ANXIETIES do you feel about selling your home?

Questions for buyers

  1. What CONCERNS you most about buying a home?
  2. What ANXIETIES do you have about the home buying process?

Remember, take good notes and look for the most commonly given answers. In my next blog, I will give you a step by step, fill in the blank bullet proof USP!

As far as your problems go, take inventory of today's problems and resolve to trade today's problems for a better set of problems 6 months from now!

To Your Success!



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Carey Goldberg
Epic Real Estate Group - Colorado Springs, CO
Thanks for the post.  I think anyone who has been in the business for a while knows to ask these things but probably doesn't (myself included)
Aug 28, 2007 04:46 PM #1
delete me delete me
delete me - Dixon, CA
Do you have any idea what the most common answers are?  That'd be cool to's always good to have your rap down.
Aug 28, 2007 05:03 PM #2
Rosario Lewis
DDR Realty - Newburgh, NY
GRI, SRES - DDR Realty - Orange County, NY
Good advice. Too often we concentrate our efforts on number of bedrooms and baths, and we forget there are people involved in the transaction.
Aug 28, 2007 05:59 PM #3
Julie Neerings~Lifting Hearts ♥ Building Dreams~
Agent Referral - Salt Lake City, UT
Great post.  I will keep my eye's on the next posts.  Listen, listen, listen and you'll win them over.  That is so true.  Thanks for your post. 
Aug 30, 2007 08:21 PM #4
Linda Schulte
Keller Williams - Alpharetta, GA

Thanks for that great advice, Tim!  Solution selling is so powerful, and really elevates you in the eyes of your clients, I think.  There are thousands of agents out there.  What better way to separate yourself from the pack than to be a problem-solver rather than just a sales person?  I will look forward to the next installments of your blog!

Linda Schulte, Atlanta GA

Aug 31, 2007 01:35 PM #5
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