Fishhawk Lake Real EstateThe Five "Ws"-How to Get a New Client to Talk

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Real Estate Agent with John L Scott Market Center 700512026
https://activerain.com/droplet/4fZb

Fishhawk Lake Real Estate-The Five "Ws"-How to Get a New Client to Talk!

 

I was reading a post by Liz Lockhart..... and it prompted me to think about some old journalism/ interviewer tricks to get a good conversation going with a client.

Open-ended questions are what gives the conversation some flow...giving you somewhere to GO in finding out what a client's wishlist is, what their expectations are, their passions, their deal-breakers.

Who, what, where, why and when are the five "Ws" that cause a person you're speaking with to answer in more than just one word sentences, offering you a way to naturally guide them into the next question. Instead of asking "Do you want a place on the lake?" You can ask, "What kind of view are you looking for in a vacation property?" "Why are you drawn to a lake versus the ocean?" "Who would you like your neighbors to be?" "When are you thinking of purchasing?" And then of course there is the "how" question. "How do you plan on doing the financing?"

I also find that creating some kind of initial bond with a new client, finding something that each of you has in common can make that client feel more comfortable with you. Since I have lived in so many cities both on the east coast as well as the west, hearing a certain familiar accent can prompt me to ask, "where did you grow up?" and sometimes it turns out to be a place that I have lived before and we can discuss that, establishing some common ground. 

Often, interest being shown in lake properties stems from childhood memories.

Thousand Islands New York

I, too have those fond memories and tapping into that can open up a whole new realm for me to see the underlying emotion behind the reason why this client has called about a lake property in the first place. THAT can be the very reason why someone wants to BUY a vacation home on a lake, because they want to re-capture the joy of childhood for themselves, for their grown children and/or for building memories for their grandchildren--the same pleasures that have lasted a lifetime for them.

Creating the avenue for them to talk about their personal stories can lead you to the REAL reason  why they want to buy a property. It's FUN to share stories of growing up in the Thousand Islands where I learned to fish, run a boat, pump fresh water from a well...even talk about using an outhouse, which many haven't experienced! Personalizing the conversation without spending too much time TALKING, is paramount to learning about and connecting with your client. 

So, ask those open-ended questions, and take notes and see where it goes! You just might have the added pleasure of creating a new friendship as well as a new client!

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Tags:
childhood memories
getting a new client to talk
conversing with a buyer
buying a lake property

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Rainmaker
735,079
Ed & Tracy Oliva
West USA Realty - Arizona - Fountain Hills, AZ
The Oliva Team Arizona Agents

Good Morning and this is some great Info for all in the business,  keep up the good work and good luck with your sales,   E

Apr 27, 2014 11:49 PM #1
Rainmaker
3,082,390
Kristin Johnston - REALTOR®
RE/MAX Realty Center - Waukesha, WI
Giving Back With Each Home Sold!

Great post...I remember in high school (?) or was it middle school?  ugg...I can't recall, when i learned the 5 w's :-0

Apr 28, 2014 12:28 AM #2
Rainmaker
4,359,706
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Gayle,

What a great post, and I love your "W".  You are very good at that!  Happy Monday, Cheers, A

Apr 28, 2014 12:50 AM #3
Rainmaker
5,313,151
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

This is great advice for real estate professionals. I used the suggest button.

Have an outstanding week!

Apr 28, 2014 12:56 AM #4
Ambassador
1,342,265
Gayle Rich-Boxman Fishhawk Lake Real Estate
John L Scott Market Center - Birkenfeld, OR
"Your Local Expert!" 503-755-2905

Ed, I have used this countless times...and actually used to interview people on television (live) and you sure don't want any uncomfortable silences!

Kristin, I think it was elementary school for me. But I also came from a family where no one was a stranger, so I probably come by it that way!

Alexandra, you two are as well!

Roy, just knowing that you hit the "suggest" button makes my day!

Apr 28, 2014 01:43 AM #5
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Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Wonderful post Gayle. You have what I call, " a gift to gab." And, I mean that with the greatest respect. You have an innate ability to make connections with people - on the street, in a dress shop, in a diner. I think it's because you truly enjoy people. Your clients are so lucky to have you. D

Apr 28, 2014 02:54 AM #6
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Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Also hit the button on this one. ;)

Apr 28, 2014 02:55 AM #7
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Gayle Rich-Boxman Fishhawk Lake Real Estate
John L Scott Market Center - Birkenfeld, OR
"Your Local Expert!" 503-755-2905

Oh, Debb, you made me blush! 

Apr 28, 2014 03:45 AM #8
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Toni Weidman
Sailwinds Realty - Trinity, FL
26 Years Selling Homes in New Port Richey, FL

A great topic, Gayle. One that is important when you're trying to find out exactly what the person is looking for. Or thinks they are.

Apr 28, 2014 07:37 AM #9
Rainmaker
1,558,046
Carla Muss-Jacobs, RETIRED
RETIRED / State License is Inactive - Portland, OR

Yes, the common bonds, and finding the right questions to ask.  The "W" of a good investgative report.  I also like the "H" -- How are you going to paying for this?  LOL

Apr 28, 2014 07:38 AM #10
Rainmaker
463,756
Sondra Meyer:
Star View Real Estate - Colorado Springs, CO
See It. Experience It. Live It.

Hi Gayle,  love the picture of the kids diving into the water!

The 5 W's is one of the those lessons that we learned in school that is really important to both our writing and out ability to communicate. 

Have a good night. 

Apr 28, 2014 01:18 PM #11
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Gayle Rich-Boxman Fishhawk Lake Real Estate
John L Scott Market Center - Birkenfeld, OR
"Your Local Expert!" 503-755-2905

Toni, we can certainly lead them, sometimes down the garden path, sometimes to water...

Carla, came up with that one on the fly--glad you saw a bit of humor in it, even though it's a good question to ask!

Sondra, I love that pic, too! Wish I'd taken it.

Apr 28, 2014 01:48 PM #12
Rainmaker
2,857,077
James Dray
Fathom Realty - Bentonville, AR
Exceptional Agents, Outstanding Results

To get that moment and all all the boys caught in mid air was just a great shot

Apr 28, 2014 07:22 PM #13
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Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

I know you make your clients feel at ease and have them sharing about themselves in no time at all. The surroundings make it easy to relax and get to know one another.

Apr 28, 2014 09:49 PM #14
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Gayle Rich-Boxman Fishhawk Lake Real Estate

"Your Local Expert!" 503-755-2905
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