Your buyers have stories to tell…stop and LISTEN.
When a potential buyer contacts you, do you stop and ask questions or do you launch into your spiel?? Every single person has a unique story to tell, one that is compelling if you give him/her the chance to share it.
If you can put your own need to succeed aside and create the beginning of a true dialogue, you can develop the kind of relationship that can change a person’s life. Theirs and your own.
Everyone has a story with twists and turns and places that they may take you that you have never before experienced. Give them a chance to engage you and you will find a goldmine of connections between what they seek, what you can offer and the chance to have a genuine relationship. Because that is what this business is all about.
There are as many different scenarios as there are personalities and that is one of the facets of our business that keeps it so vital and interesting.
- Ask one question and it can lead you on a path of deeper understanding as to what your buyer’s passions are, their dreams, their realities, and it offers opportunities for you to guide, to mentor and to match up their dreams with your solutions! And you might become a more evolved person because of it.
- If you are simply in it for the money, go into another business. Because people can sniff out this lack of authenticity. Being pretentious or pushy are not qualities that buyers seek in purchasing property. Be yourself. Be real. If you have things in common with your clients, voice them! There’s a great feeling in finding a common ground between people, whether you’re in the line at the grocery store or you are buying a luxury property!
- There’s an old adage that people love to talk about themselves. But, some really don’t. They will avoid getting personal. They may quickly shift the conversation back to you.PAY ATTENTION. If you don’t, it will not be enlightening. If you are a talking head, you will learn NOTHING about what your buyer’s wishlist is.
- Stay in the moment. Don’t get ahead of yourself by thinking about what to say next, because you will surely miss some gems that your clients are offering you for the taking.
The feeling you get when you find a sense of commonality is exhilarating and I suggest that you open yourself up to making that happen because you will discover at the end of the day that you are better off than when you started it.
If this piques your interest to know more about full or part time living at Fishhawk Lake, please give me a call for a private tour of the community I love and am a member of!
Gayle C. Rich-Boxman
REALTOR® John L Scott Market Center Direct: (503)755-2905
Specializing in Fishhawk Lake Real Estate ™