How to Stop Selling and Increase Sales By: Maria Sapio, REALTOR® with Keller Williams of Central PA

By
Real Estate Agent with Keller Williams of Central PA RS334568

I hold an official document from the Commonwealth of Pennsylvania Department of State, Bureau of Professional and Occupational Affairs declaring that I, Maria Sapio, am a Real Estate Salesperson.  Yet, even though that is my recognized title, I prefer to simply tell my clients that my role is to guide you through the process in a way that makes sense for you.

 

Let's face it, whether you're moving across the street or across the globe, moving is work.  It is never my place to determine if someone should move and to convince them to do so.  First and foremost, I prefer to listen.  Listen closely, to determine the 'Why' behind the consideration to move.  

 

When a potential home buyer or home seller contact me, my most important questions to ask are 'Why Questions':

Why are you thinking of selling? 

Why do you want to move to that specific community?

Why do you feel that your current home is too small/too big?

Why are you considering a move now?

Why do you want a smaller yard/larger yard?

Why do you want an attached/detached garage?

Why do you want a first floor bedroom?

Why do you want a finished basement/unfinished basement?

 

The 'Why Questions' help me get to the deeper reasons that have  propelled the phone call in the first place.  I  want to truly understand

 

What exactly do I want to understand?  I want to gain insight into the problem(s) they are hoping that the move with solve.

 

- Perhaps they are passionate about a particular hobby and a home with a room that could be utilized as a 'hobby room' would offer them a space to be better organized.

-  They may have explained that the grandchildren visit quite frequently and they desire to have an in ground pool or at least have the needful yard space to install a pool. 

- Maybe their prized possession, the antique car, needs to be stored in an attached heated garage with ample space for additional cabinetry to store the enthusiast magazines.

 

As I listen closely to the responses, the 'Why Questions' provide me with insight to help guide them to find a home that doesn't just fit the list of criteria they've shared but that helps them solve the problem(s) that caused them to consider a move in the first place!

 

When we stop selling and instead, take the time to really listen and express a genuine interest in the 'Why' behind the decision to contemplate a move, we extend beyond the realm of a salesperson, and are seen as a professional guide that truly cares about their needs.  The REALTOR® is then an invaluable resource escorting the client through a process that isn't about a 'sale', but rather about finding a resolution to their 'Why'.

 

 

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Lottie Kendall 01/23/2020 07:54 AM
Topic:
Real Estate Sales and Marketing
Location:
Pennsylvania Cumberland County Carlisle

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Rainmaker
562,215
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Kathy Streib Thank you so very much for taking the time to visit my post and share a comment.

Jan 25, 2020 05:01 PM #45
Rainmaker
562,215
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Thank you Laura Filip 

I'm glad you enjoyed my post and agreed with some of the questions I ahve shared with clients.

Jan 25, 2020 05:03 PM #46
Rainmaker
174,294
James (Jim) Lawson, DBA
DomainRealty.com LLC - Bonita Springs, FL
Broker Associate, RSPS, BPOR, HI & PE

I use a similar approach Maria. Not only does it elicit needed information but is a great way to establish a good rapport which is fundamental to the success of the transaction. 

Jan 25, 2020 10:53 PM #47
Rainmaker
562,215
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

James (Jim) Lawson, DBA Yes, you raise such an excellent point.  The questions certainly present a perfect opportunity to peel back the layers and really understand our client!  Thank you so much for sharing.

Jan 26, 2020 04:18 AM #50
Rainer
263,196
Gary J. Muccio, Associate Broker
Keller Williams of Central PA - Camp Hill, PA
Exceptional Customer Service!

Congrats Maria for having your post featured!  You're clients are blessed to have you by their side on their journey - you are truly one of the best in our industry. I respect you as a colleague and grateful for your friendship. 

Jan 26, 2020 05:39 AM #51
Rainmaker
562,215
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Gary J. Muccio, Associate Broker What an honor to have you stop by and read my post and share your generous words! Thank you ... I am so very thankful to know you!

Jan 26, 2020 12:50 PM #52
Rainmaker
315,915
Shirley Coomer
Keller Williams Realty Sonoran Living - Phoenix, AZ
Realtor, Keller Williams Realty, Phoenix Az

You are correct.  Time spent listening up from will save our potential clients and us a lot of headaches and hopefully keep surprises from popping up!  We can't serve our clients if we really don't understand what they need and why.  Great post!

Jan 27, 2020 05:25 AM #53
Rainmaker
562,215
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Shirley Coomer I so appreciate you taking the time to read my post and offer your complimentary response.  Hope you have a wonderful Monday!

Jan 27, 2020 06:13 AM #54
Rainmaker
3,324,303
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Real Estate Agents - Luxury - Divorce

Listening to the "Why" answers is invaluable !

Jan 27, 2020 08:41 AM #55
Rainmaker
562,215
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Sally K. & David L. Hanson Thank you for stopping by to read my blog post and offer your thoughts!

Jan 27, 2020 09:30 AM #56
Rainmaker
1,277,752
Michele Cadogan 917-861-9166
Fillmore Real Estate 2990 Av U, Bklyn , NY 11229 - Brooklyn, NY
Licensed Real Estate Associate Broker -

Well said and presented  Central Pa realtor    , on the topic of asking the Why questions , stepping back and really listening to the clients / customers  needs & wants to  guiding them through the process/ transaction  based on their response.  

Jan 28, 2020 10:51 AM #57
Rainmaker
1,578,549
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg IL Real Estate

Nice post that is true. Many agents just don't listen.

Jan 28, 2020 03:21 PM #58
Rainmaker
482,766
Bruce Hicks
Best Homes Hawaii - Honolulu, HI
Your Lifetime Friend/Helper!

good and happy post Maria Sapio .  My former Broker once told us.  When you are listening, you are learning.

Jan 28, 2020 03:45 PM #59
Rainmaker
562,215
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Thank you Michele Cadogan 917-861-9166 for stopping by to read my blog post and share your kind words.

Jan 28, 2020 05:13 PM #60
Rainmaker
562,215
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Lyn Sims Listening is certainly a skill I desire to exercise and continually refine!

Jan 28, 2020 05:16 PM #61
Rainmaker
562,215
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Bruce Hicks I really like those wise words spoken by your former broker!

Jan 28, 2020 05:17 PM #62
Rainmaker
1,759,951
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

Great questions each and every one of them. Clearly you know how to dig deeper and better understand the motivation of your client

Jan 30, 2020 04:15 AM #63
Rainer
8,608
Kurt Uhlir
Showcase IDX - Roswell, GA
Real Estate Marketing Coach & Speaker

Yep. The why questions are crucial. It used to be that people needed a Realtor to find a home, but with real estate portals and some modern IDX, that has changed. Now, the best way to growth is in helping people find the right home for them. An incredible salesperson in any industry is a servant leader that cares enough and is skilled enough to understand what the client is wanting to do and why...the real stuff, not just what initially comes to mind when asked. 

Jan 31, 2020 06:38 AM #64
Rainmaker
562,215
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Lise Howe I so appreciate your kind comment and for taking the time to read my post.

Jan 31, 2020 08:32 AM #65
Rainmaker
562,215
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Kurt Uhlir "An incredible salesperson in any industry is a servant leader that cares enough and is skilled enough to understand what the client is wanting to do and why...the real stuff, not just what initially comes to mind when asked." 

Love that quote - and I so appreciate your perspective and especially the 'sevant leader' model.  Thank you for offering your response to my post.  With gratitude, Maria 

Jan 31, 2020 08:35 AM #66
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