Are some of your client’s pushing back their listings until the New Year? You’re not the only one! During this time of year vendors begin to create objections around going to market, however many agents don’t dig deeper to understand why. Try asking your potential client’s these three questions to find their hesitations, tailor your guidance and get them moving!
Click to watch the video (or simply read the transcript) below to learn more.
Here is another Coaching on the Go Moment from real estate coach Caroline Bolderston.
I promised in my last episode that I would share with you some simple questions that you can ask your potential vendors when they are hesitating about coming to market until the New Year. Right now, at this time of year, you will be coming across this and thinking they will hold off. So, where do you go from there?
Well, there are three questions that I feel you could ask.
Q1: What is it about waiting for the new year that is going to make a difference for you?
Or, what is about waiting for the new year that is going to be really important for you?
The second question that you could ask them, especially when they say to you that they will wait and see what happens, then you should be curious to know…
Q2: What is it that you are needing to see for you to know it’s the right time to hit the market?
Find out what they would actually see, to know. Let’s see if they are really clear on that.
The final question, is if they are really adamant that they are going to hold off. Ask them this.
Q3: What would need to happen for you to make a move sooner than that?
They are three questions that you allow you to uncover a bit more of what is going on. It helps you to get inside their minds and dig deeper to see what their roadblocks may be. From their answers, you will have the expert guidance, the market information and the supply and demand discussion – I know buyers at the moment think there is not enough stock. You will know where to take it, but you have to find out where their objection is first. Hopefully this will help you.
If you have a genuine desire to serve your clients, work hard and become the best you can be – contact me via the section below to discuss how coaching can work for you.