Are you struggling to get buyers to commit, stay engaged and to keep those communications lines open with you?
Here’s how to dig deep and get below the surface by asking the right questions.
Click to watch the video (or simply read the transcript) below to learn more.
Caroline Bolderston, Real Estate Coach, here with a coaching on the go moment.
I’ve just come out of some office coaching that I’ve been doing with five back to back coaching sessions. The same theme came up for three of the agents.
Engage, Commit & Communicate
That theme was how do you get buyers to engage, commit and really communicate with you on a level that helps you know how to progress them through their sales cycle.
And the analogy that I came up with is this;
We are really good as agents of getting below the surface and finding out motivation.
Finding out what their aspirations are and what concerns there are for our vendors.
We’ve learned how to do that over the years through all of the work on listing presentations, building relationships and rapport. Yet it doesn’t seem to be transferring through to what you’re doing with buyers.
I would just like to say on this coaching on the go moment, what this is about for me is simple:
Get below the surface
We’re great at the surface structure questions with buyers;
- Will you be ready to buy a property?
- Have you got your finance approved?
- Have you been looking around for a while?
All of those real estate buyer questions, but we’re not getting below the surface, below the surface structure.
Ask similar questions to what you ask your vendors
It’s about putting on the scuba suit, it’s time to go scuba diving down below the surface and ask similar questions to what you ask your vendors;
- Where they want to be?
- What would it mean to them?
- How would it feel if….?
Let’s see if that helps you get below the surface, truly engage with them and move them forward in their buying cycle.