I have been talking to a new agent in my office who is not having much luck getting clients. I asked him to tell me about how he connects with potential clients at open houses and then we talked about doing a needs analysis with those potential buyer clients. He sent me his list of questions (after he did some internet research to create the list.) The list was fine - how long have you been looking. Have you been pre-approved. Where are you looking. The sort of water cooler questions that you would ask a stranger.
I sent him the following suggested questions to get amplification of their focus-
I would ask about the age of the children if they have them. Ask about pets - if they have them - how big are they? are they active dogs? pit bulls, need a yard? do they plan to have a dog or other pet - that can limit the condo options.
>Also, ask what they like to do for fun- Museums? restaurants? walking/hiking/kayaking? how close do they need to be to these things - if they are looking at condos, do they need a gym? a pool? a roof deck? grill? balcony? gas cooking?
You can always ask for more follow up on any question by saying something like- That sounds like fun, tell me more -
why is that important to you - or how will that make you feel or how will that make your life better? improve your life?
Ask them where they work - how far are they willing to drive to work-- how many miles or hours =
where do they like to hang out-
and he responded with the following:
Thank you very much. These are very helpful information. I hadn't thought so deeply about these. I internally have a feeling that I shouldn't take too much time but going into such depth will require more time. I think it would be good to talk about the issue of time. How much time is appropriate, how to set the expectation, ...
I confess that I responded by asking when he was speeding through the needs analysis exactly where he was speeding to - because I thought he was speeding through to no follow up appointment with that buyer if he is not willing to spend the time up front.
It takes time to build rapport and to understand what the client is looking for. If you don't take the time to build rapport and to show that you care about helping them, why should that client choose you over all the other agents out there looking for business.
How long do you take on your initial interview with someone (of course- as long as it takes) - but how long on average?