Building Rapport With Our Buyers Our Way
Inspired by Bob Stewart's challenge: Crowdsourcing: Scripts and Dialogues Aren't Just for Actors
We stand by the FORD way as we start building trust with our buyers.
F ~ Family, we inquire about family
O ~ Occupation, we inquire about occupations
R ~ Recreation, we inquire about the buyers and what they like to do for fun and recreation.
D ~ Dreams, we delve into their dreams and the future.
We find out the motivation of our buyers by observing and listening carefully.
We watch for the buyers signals.
"How long have you been looking?"
"Where have you been looking?"
"Do you own a home or are you renting?"
"If they own, do you need to sell to buy?"
"Have you seen anything you like?"
"What is it that you like about that house?"
"How soon would you like to move?"
"When we find the right home are you prepared to make a decision and write an offer?"
Will you be paying cash, or have you arranged financing?
These are the important questions we discuss immediately with buyers.
No sense in beating around the bush!!
While showing homes we prefer to remain emotionally neutral ..
We tend to mirror their emotions, not our emotions.
We ask them about the home they are most interested in.
"If this home were to sell tonight while you were thinking about it, would that be okay with you?"
This is how we see how motivated they are.
"Let's make an offer now!"