Dr. Phil knows how to get inside people's heads and you need to learn how to do this too!
When working with a buyer or a seller, you need to try real hard to find out if there are any hidden agendas and what their hot buttons are so that you can really shorten your time in working with them. This is not always easy because sometimes, they don't even know what they want themselves! It's your job to find these things so you'll be able to hit the ground running or help them quickly see that they need to figure out what they are really trying to accomplish and call you when they do.
How can you do this?
By getting them to meet you in your office (your first close!) where you can establish better rapport and so you can control the environment. Just take them to your office or conference room, tell the receptionist to hold your calls, close the door, put up a "do not disturb sign", TURN OFF YOUR CELL and get them to TURN OFF THEIR CELL, turn off your computer (or just the monitor and disable the new email alarm) and start asking probing, non-threatening questions! You have got to set the mood and get in the right mood yourself of being a good listener. Then take good notes and make sure you understand what they are saying by asking them follow-up questions and by doing some reflective listening. (Reflective listening is when you rephase their response in other words to make sure you understand what they said.)
This will enable you to fully understand their true needs and wants and help them to understand them too, maybe, for the first time in a while. Then, you can roll up your sleeves and get to work for them. If you will take the time, the quality time, to do this right, up-front, you are going to be much more successful and the term, 'buyers remorse' will never be uttered by you ever again. I promise!! They'll feel more appreciated & respected too if you do this which is one of the main reasons people go to psychiatrists! They just want people to listen to them & care about them... & they'll pay dearly for this too. AND, you are going to get them to the closing table much faster too, if they are really interested in buying, that is... JUST MAKE THIS YOUR FIRST CLOSE in your sales process! The initial client interview! This is a "must do" part of the entire home buying or selling process in my opinion.
Sam Thompson, PHH Mortgage Advisor - Helping you GROW your business!
www.activerain.com./luckydog1 - SC
www.activerain.com/luckydog2 - NC
http://samthompson.phhmortgage.com/
Great Pinehurst Links:
Pinehurst Real Estate - http://www.pinehurstrealestatenc.com/
Pinehurst Luxury Homes - http://www.pinehurstluxuryhomesnc.com/
North Carolina Horse Farms - http://www.southernpineshorsefarmsnc.com/
Fort Bragg Real Estate - http://www.fortbragghomesnc.com/
