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Hot buttons refer to the emotional triggers that motivate a client

By
Real Estate Broker/Owner with SharkeyRE LLC CQ1040719

Hot buttons refer to the emotional triggers that motivate a client to buy or sell a property. To identify a client's hot buttons, you can ask open-ended questions about their motivations, goals, and concerns. Here are some common hot buttons and ways to address them:

  1. Financial gain: Many clients want to make a profit from their real estate transaction. You can highlight the potential return on investment by showcasing comparable sales and recent market trends.

  2. Lifestyle improvement: Clients may be looking to upgrade their living situation or move to a better neighborhood. You can emphasize the benefits of the property's location, amenities, and community.

  3. Convenience: Clients may be looking for a property that offers easy access to their work, school, or other activities. You can emphasize the property's proximity to public transportation, highways, and other conveniences.

Objection handling refers to the process of addressing a client's concerns and objections about a property or the sales process. Here are some common objections and ways to handle them:

  1. Price: Clients may object to the asking price of a property. You can address this by providing evidence of the property's value, such as recent comparable sales and market trends. You can also offer to negotiate with the seller or suggest alternative financing options.

  2. Condition: Clients may object to the condition of a property. You can address this by acknowledging any issues and offering solutions, such as repairs, renovations, or a home warranty.

  3. Competition: Clients may object to the competition for a property. You can address this by highlighting the unique features of the property and emphasizing the urgency of making an offer. You can also offer to provide assistance with the bidding process and negotiation.

Remember, successful objection handling requires active listening, empathy, and a willingness to collaborate with the client to find a solution that meets their needs.

Comments (1)

Bill Salvatore - East Valley
Arizona Elite Properties - Chandler, AZ
Realtor - 602-999-0952 / em: golfArizona@cox.net

Enjoyed your blog page, and I added you as a friend. I would love the follow back. Bill

Mar 14, 2023 05:41 AM