Buyers become your customers when they gain confidence in you as a Dr. who can ease, if not all together eliminate, their pain that is, and the roadblocks we encounter on a daily basis as advisors
Seven ways to listen for pain:
Pain in the present – What will happen to you or your family if you don’t sell or buy a home? How does that make you feel?
Pain in the future – How much frustration do you think you will experience if you don’t buy a new home or sell a new home?
Pleasure in the present – How much pleasure do you think selling or buying a home will bring to you or your family?
Pleasure in the future – What kind of benefit are you looking for if you sell now and buy now?
Pain in the past – How would you like never to experience or worry about that happening again?
Pleasure in the past – People might want to return to the past greatness of the American dream. How important is it to you to regain the _____ you lost?
Interest, arousal and curiosity – These are the weakest motives to connect with. Many advisors place great emphasis on them.
Now do what Dr’s do solve the pain. The benefit you will get your money.
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