Are you getting distracted by the number of buyers coming through to stay focused on the two halves of your buyer conversations? In this week’s COTG, I’ll outline the importance of sticking to the conversation format, so you don’t face a hole in your listings further down the track.
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.
In a buoyant market it can be easy to get distracted by the number of buyers coming through. Your focus is on clearing stock and getting the deal done because of how rapidly you have buyer interest. However, are you still staying clear and focused on the two halves of your conversation you need to have with every buyer?
The first half of the conversation should alway be about them. You need to start out with:
- What are they looking to purchase?
- Why are they interested in a particular property?
- What else you can show them?
Then you must move to the second half of the conversation which will be more around your needs. For example:
- Once they buy, what are they doing with their property?
- Do they need to line up settlement?
- Is it a buy/sell situation you can help them with?
Making sure you incorporate the two halves format clearly into your conversations, is the best way to ensure that you are not going to face a hole in your listings in a couple of months time. Please make sure you are checking in with your AA buyers at least once a week on either Saturday afternoon or first thing Monday morning.
If you have a genuine desire to serve your clients, work hard and become the best agent you can be – contact me via the section below to discuss how coaching can work for you.