I was on a training call the other day and a strange thing happened. I went there to get trained. And still, in the end I ended up helping to do the training. Just one of those strange occurrences you never expect.
Still, while I was in the middle of this, an idea came into my mind. It actually, took something I learned from one source and combined it with something I learned from another source. And then in the end, I had a cheesy name for it as well. Who knows, I may have been trained in this 30 years ago, and yet I think this was the first time I ever combined the two into one.
The subject was talking with buyers before you show a home. By the time this part of the training arose, I had opened my big mouth during the Zoom call a couple times already and now the instructor was coming to me so often, it was as if I had become a co-instructor. It seemed to me that the point wasn’t quite reaching the students in a manner that made sense, this idea popped into my head and so I blurted it out.
“You need to R A P. Repeat, approve and probe”. The instructor asked what I meant. I replied, “The buyer says ‘I want to buy on the West side’ and so I reply, ‘You want to buy on the West side. That’s great. What leads you to want to be on the West side?’”
R A P does 3 things – 1) It lets them know that you were actually listening because you repeated what they said. 2) By approving you let them know that you are on their side. And 3) By probing you learn what is beneath the surface, what is driving that particular desire. I see you also allow their walls of defense to lower because you aren’t the adversary, you are the person standing alongside them.
Perhaps because I am a geek and I did sell in the 80s, I thought about phrases like “Let’s rap about that”. Yeah, I heard you groaning. Of course, some of you have no idea what that meant.
Next time you want to serve your client better and faster remember to R A P.