Alignment: Not Just For Your Front End

Alignment

What a powerful word. In sales it is one of the most important. As a Realtor®, as well as being in other sales for many years, alignment has allowed me to be successful throughout my careers. Whether it was when I lived in New York, Southern California  or now in Frisco Texas, understanding where my prospect, customer or client is in their process, it is critical for me to align myself with them before i try to assist them. I will use client but this could be a prospect or customer as well. 

Sales Process

There are volumes written about sales process and the real estate process. To keep this simple let's just define the five states as I previously blogged about here. You can see on the right the five states of buying: No Need Un-need, Need evaluation, Solution Search and Perceived Risk. When I talk about alignment I am speaking about understanding which state your client is in and aligning your self to that client in that state.

Future Buyers

You get a call from someone who has been looking at listings and calls you for a buyer consultation. Where is this buyer? Since they have already been looking at listings they are moist likely in Solution Search. They are currently looking for a solution to their requirements. They are looking to fulfill their vision of a solution. What does this mean to you? 

Many agents will accept their word for it and jump in with both feet and help them with any listings they want to see. While this may work, you may want to take a step back and ask yourself some questions. Do they really know what they need to know to be in this state? Are they financially qualified? Do they know the location as well as you? Have they explored all their needs and wants? Have they defined needs versus wants?

It is important for you to participate with them in the states prior to solution search. However it can be difficult to bring a client backwards in their minds. The answer to that is ask good questions> Do some probing about the homes they want to see to help them sharpen their vision. Remember buyers typically want to go fast and see homes. As a good agent it is up to control the process not the prospect. Who knows the real estate process better you or them?

Control the Process Not The Prospect

The process can be controlled in three manners:your client can control it; you can control it; or no one controls it. If you take control of the process you can help stay in alignment with your client. When you do, it makes for a more safe, secure and comfortable environment for both you and your client. The next time our client does something unexpected, stop and think for a moment. Ask your self some questions. Where are they in the process. What just happened? These questions will help you understand what caused your client to do what they did. Now that you have a better understanding of their behavior, you can provide information that is appropriate and allow them to regain their comfort level.

Alignment is not just for buyers but for sellers as well. The better you understand the process and your clients, the more successful you will be working as a professional Realtor®. I work hard at remining in alignment with my clients THe reason for that is that they know when you are a client of mine—Your Success is My Focus.