If you want to have better conversations with your clients ‘Stop telling, start questioning’ and use powerful questioning – What, When and How!
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’ve just had a really great coaching session where we were talking about how to get through to clients in such a way that they will listen to what you’re saying.
Are you really listening?
It made me realise that, what I’m hearing whenever I do role-playing with scripts and dialogues is, most agents ask a question and then they dive straight into telling whoever’s on the other end of the phone or face to face if it’s an appointment everything that they believe that, that person should believe and it’s just not working.
And the whole point here is that there’s a technique for you to help somebody see what they can’t see and to understand what they don’t understand.
Powerful Questioning – What, when and how
It comes down to powerful questioning and the three words that you must use at the beginning of every question if you really want to get into where the client is, these words are what, when and how.
And I’d love you to take a moment to really listen to yourself next time when having a conversation, whether it’s a prospecting call or listing presentation or appraisal. And if you start telling somebody what they need to think and believe, take a big step back.
Ask a better question. Start with one of those three powerful words and just see what happens.
It’s quite amazing when you start to work this out.
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.