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
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