How to show less and sell more.
Your First Contact - Making it count with the 4 Ws: Why, Where, What, When
Make them convince you.
Listen for the following;
Clarity - Do they have direction, focus, and specifics in mind.
Urgency - What is the timeframe to work within? Do they have to buy or want to buy?
Open Minded - Are they coachable? Will they follow your lead?
Pre-Qualifying - It is about more than money.
Financially - Can they meet the lending guidelines to fund the loan?
Motivation - Are they truly motivated to buy a home?
Finances and Motivation must line up. The more time you take having a solid first conversation, the less time it will take you to locate the buyers new home and have your next sale under contract.
Consultation - This is where most agents get off track.
All parties must have 100% clarity of the desired outcome.
A consultation saves everyone time when showing property and prevents missed opportunity.
If a buyer resists meeting for a consultation, it is a red flag.
A consultation allows you to establish expectations up front.
Value Proposition
A value proposition differentiates you from the competition.
A value proposition gives them a reason to want to hire you.
Ask for a commitment. Getting a buyer commitment in writing up front is no different than working with a seller.
