Sam's Blog

               Are you getting mixed signals from your buyers and sellers?    

Roger Dawson had another great idea that I incorported into a tip for you in your business with a numerical way of getting more definition from your prospects to make sure you are reading them right.  The next time you show a property, as soon as you get back into the car and before you crank it up, ask this question.   

On a scale from one to ten with one being "I hated it" and 10 being "I just have to have it", where was this house on that scale?  

This scaling gets them to rate it and then ask "why did you rate it there and why not higher"?  This ranking helps you and them in prioritizing all of the houses that you show them and will shorten the time for you and them in finding their place on earth.  It'll also help you to identify their hot buttons and issues that they can't live with or without. 

You can also get them to come up with a name for the house so they can visually remember it; a previous tip I sent you from Marilyn Jennings, author of "Championship Selling".  This will tie in nicely with this numerical ranking idea...

So, before driving off, make some notes and then everyone will be better prepared for future showings and they will be less confused and hopefully, they find a house much quicker for your commission's sake.   This can help you when working with a prospective seller too.  You can ask a question like this to get their opinon about your accessment of their property in terms of how you priced it or how you are planning on marketing it for them.  

This is also how therapists get their patients to explain how much pain that they are feeling and it really is much better than just asking how bad it hurts.  Don't you agree?