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Who wants to play...Lets Make A Deal!

By
Real Estate Sales Representative

These days we are all bombarded with the "experts" saying less than flattering things about OUR Business.  Comments like, "don't buy", or "make sure you get a good deal" are everywhere. 

Even many people in OUR own profession, imply to their clients you can and should get a "deal."


"THE DEAL" is EVERYWHERE!!

Now, all of our clients and potential clients have been trained to think "deal" first, "Home" second. 

TIME TO CHANGE!

Get back to the HOME!  Get back to the REAL Buying Motives! 

Unless you are an investor, you are not going to buy a home, just to have one.  You are fulfilling some other need.  Whether it is for Family, Security, Culture, Privacy, Convenience...the "REAL" Emotional Buying motives are ALL STILL THERE!

The trick today, is uncovering them.  We have to fight through several layers of "deal" talk to get there, but I assure you they are all there.

Everyday I am asked from potential clients about the "Buyers Market" and what "DEALS" are out there. 

My first response is typically this..."If you found two homes, one that you loved and one that you didn't and both were free, which would you choose?" Obviously, they are going to say the one that they loved. 

Then I often say, "If I can get you a great "deal" on a home, only you cannot look at, will you buy it right now?"  Of course they say, "No, we have to see if it works for us first."

From there, I simply say, "It isn't about the deal is it?  It is more important for me to fully understand your buying needs and desires so that I can help you find the Best Home for you.  After-all, wouldn't you rather invest a little bit more in the perfect home than a little less for a home that does not satisfy the needs of you and your family?"

...and they always say "yes."

The key here is be sincere and actually mean this when you say it.  You see, I know with 100% certainty that people do not simply want to buy the deal, but rather the BEST Home for them.  So this comes easy for me. 

I do believe that many Real Estate Professionals do not believe this and will not try it and they will continue to struggle with less than desired results.  I sell and close between 8-12 Homes each and every month....how do I do this?

It is my goal with every client I interact with to DISCOVER their true buying motives.  I don't take any answers at face value, I dig deeper and deeper with each question, piggy backing all my questions from their responses.  You have to LISTEN VERY CLOSELY to do this!

Don't perpetuate the talk of the deal, DISCOVER the Emotional Buying Needs First and the "DEAL" talk will slowly disappear.

How do you respond to the "Deal" questions?

Curt Fletcher aka The Likeability Guy

Author of How To Sell More Homes and Increase Your Income

 

Comments (8)

Anonymous
S.H.
I don't think your "both are free" comparison is valid.  In terms of a deal, the question would be "If you found two homes, one that you loved and one that you didn't and both were free, but the second one also came with a free car, which would you choose?"
Jan 17, 2008 06:52 AM
#1
Svetlana Stolyarova
Local-n-Global Realty, Cleveland and International Real Estate Solution - Mayfield Heights, OH
Local-n-Global Realty, Broker 216-548-4663
Curt, I totally agree with you. Everyone is talking about deals and INVESTING in Real estate, so normal live people who BUY THE HOME look stupid or insane while realtors who convince them to buy look like greedy, selfish beasts. Families are growing or downsizing, people get promotions or relocate to new places, etc., etc. And - there is no free housing. When buyers do not buy they still pay rent. That is why our biggest duty to our buyers is to help them to discover their core motivation and assess their needs, desires and opportunity cost of NOT buying. We can find a real deal then - we don't want our true buyers pay through the nose. Great post!
Jan 17, 2008 06:58 AM
Curt Fletcher
Fort Worth, TX
aka "The Likeability Guy"

Thanks for the comment S.H.  With that statement, my goal is only to emphasize the obvious, and that is  in an all equal situation what you choose something you love or something you don't.  I take the emphases off of price or deal or anything with that statment.

It is my follow-up question that addresses your comment.  It works everytime for me in price ranges of 100K up to 450K.

The goal with these 3 questions are to make the deal so obviously ridiculous that no other answer can be given at the end except, "yes".  Then we never speak of deal again and I help them find the home they desire.  Hope that helps to clarify.

Jan 17, 2008 06:59 AM
Curt Fletcher
Fort Worth, TX
aka "The Likeability Guy"
Great Comments Svetlana, You are right on.  The Best deal is helping my clients find everything they truly desire in the investment range they desire to be in. The best time for all people to buy is when they NEED to buy, not when the "experts" say, "GO!"
Jan 17, 2008 07:04 AM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher
Curt, Your posts are very valuable.  In many businesses the key is to ask questions, REALLY listen and hear what they are telling you and do the best you possibly can for your client.  I truly believe they know when someone is sincere and really cares about doing the best they can.
Jan 17, 2008 07:05 AM
Elizabeth Nieves
The Elizabeth Nieves Realty Group - Durham, NC
Bilingual Raleigh - Durham North Carolina Real Estate Team
That is so great, Curt! You have tuned into the right channel. Thanks for taking your time to share your secrets to success with the rest of us. GBU!
Jan 17, 2008 08:33 AM
Curt Fletcher
Fort Worth, TX
aka "The Likeability Guy"
Carole, I really appreciate you saying that!  We share the same beliefs about people.
Jan 17, 2008 01:08 PM
Curt Fletcher
Fort Worth, TX
aka "The Likeability Guy"
Elizabeth, Thanks for reading and commenting!  I appeciate it.
Jan 17, 2008 01:10 PM