Special offer

why talking to much can kill the deal

By
Real Estate Agent with Remax Escarpment Realty Brokerage

I find the problem with most sales people is they talk to much and don't listen.  I was just out on a presentation with one of the agents from my office who was trying to convince a buyer to buy a house, now only if she would ask the right the questions shut up, and listen to what the buyer was saying.  Maybe we could of helped a buyer and a seller finish their journey much quicker with less stress.

 Why do you think sales people feel the need to tell tell tell the prospect why they should buy a home they already want?

I find the best sales people ask questions, listen to answers, then try to solve the problem for the buyer or the seller in order to get the order.

 Now the buyers husband asked me if they could have some time to discuss it or "do you want a deposit cheque right now"

I replied "I want you to make a Strong decision, and to sign the acceptance of the offer, and to let me know in in the next 1/2 hour if they want the home or not. You see the home was price at 319,000.00 and the sign back was 318,000.

 Well the only way I felt, I could save this deal for the agent in my office was to tell the people to discuss it and to give me a call in 1/2 an hour and let me know if they wanted the home.  I also explained to the buyer the difference in price was about 60 bucks in a monthly payment. They came in at 308000.

I thought that would be better then having the agent keep talking them out of the deal, That he told me he wanted, they had been looking for a home for quite some time.

 Well 1/2 hour went by, and guess what the offer was accepted.  Now the moral of the storey is if the agent, had of listen more then talking we would have finished the deal much sooner. 

ASK QUESTIONS, EXPLAIN THE FACTS, AND TRULY HELP YOUR CLIENTS.

Comments (7)

Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty
As Mike Ferry would put it - ask the client to sign the contract and SHUT UP!
Apr 09, 2007 03:36 PM
Renée Donohue~Home Photography
Savvy Home Pix - Allegan, MI
Western Michigan Real Estate Photographer
LOL Tony!  Less is more most of the time!
Apr 09, 2007 04:07 PM
Lynda Eisenmann
Preferred Home Brokers - Brea, CA
Broker Associate ,CRS,GRI,SRES, Brea,CA, Orange Co

Hi Domenic,

Boy you are so right.  To add a little, while doing a mediation at my AOR (I was the mediator) between two consumers who both had their agents present.  One of the agents would not quit talking, during our caucus he continued to stir the pot making it much worse on his client. I came very close to asking him to remove himself during the last session.

Apr 09, 2007 04:17 PM
Irene Potter
ZipRealty Residential Brokerage - Maple Valley, WA
Creating moving experiences in real estate
I always let my clients close themselves, even if they need to go home to discuss it, then call me the next day.  If they ask me questions, I answer with whatever information they need. If they ask me if I like the home, I usually answer that they seem to like it and that is what really matters. It's important to me not to over-close any buyer because a buyer that makes their own decisions is the one that sticks through closing and is less likely to suffer buyer's remorse.
Apr 09, 2007 04:24 PM
Anonymous
Domenic Manchisi

I agree another great way to answer a question like"do you like the home" is mirror an reflect. What I mean is simply ask them if they like the home an wait for an answer. It is nice to see that not all agent talk to much, or the housing market might slow down. thanks for your input.

Apr 09, 2007 11:59 PM
#6
Dave Cheatham
INC Financial - Bartlett, IL
people need to learn how to listen.  Only ask questions you need to know the answer to.  People will tell you what you need.  guide them, and connect.  Do not talk as much. great post
Apr 10, 2007 02:58 AM