Sunset Beach, NC and Beyond: Building Rapport with our buyers our way

Building Rapport with our buyers our way

 

 

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!"
 
 
 
 

 

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Sunset Beach and Beyond Realty

 

SUNSET BEACH AND BEYOND REALTY

FRANK AND KAREN BAKER

BROKERS, OWNERS

CRS, ABR, GRI, e-PRO, SFR

SUNSET BEACH, NORTH CAROLINA

910-612-1906

"YOUR FRIENDLIEST REALTORS"

frankandkarenbaker@gmail.com  

 

www.SunsetBeachandBeyond.com

 

Karen Baker - Broker at Sunset Beach and Beyond Realty 

 

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Comment balloon 33 commentsKaren Baker • August 12 2013 12:44PM

Comments

"If this home were to sell tonight while you were thinking about it, would that be okay with you?"

THAT ought to get their attention!!!

Love it.

Posted by Lenn Harley, Real Estate Broker - Virginia & Maryland (Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate) almost 5 years ago

Lenn ~ We always ask that question!! That is a straightforward question and we look the buyers straight in the eye!!

Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) almost 5 years ago

Great list of questions, but I have to agree with Lenn, that one is fabulous!  This post should be wearing a Gold Star.

Posted by Roger D. Mucci, Lets shake things up at your home today! (Shaken...with a Twist 216.633.2092) almost 5 years ago
Roger ~ Thanks! You know just what to say to make me smile!
Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) almost 5 years ago

Frank and Karen,

Buyers and sellers give out all kinds of vibes to their agents. When you listen like you do...they're easy to see.

Rich

Posted by Richard Iarossi, Crofton MD Real Estate, Annapolis MD Real Estate (Coldwell Banker Residential Brokerage) almost 5 years ago

And many of those questions are good ones to feel buyers out over the phone.  I do like the one about if it sells tonight while you're thinking, would you be ok. Fun post.

Posted by Ray Mikus almost 5 years ago

Rich ~ Buyers give off signals that we do listen to!!

Ray ~ We would rather talk in person and ask questions.

Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) almost 5 years ago

These are good questions to qualify the buyer. I also like Lenn's comment. Nice post.

Posted by Gita Bantwal, REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel (RE/MAX Centre Realtors) almost 5 years ago

Desires....immediacy....attachment...motivation...great interview profile !

Posted by Sally K. & David L. Hanson, WI Realtors - Luxury - Divorce (EXP Realty 414-525-0563) almost 5 years ago

I really like the question. I haven't used that one before. It sounds like you have mastered the ability to really connect with your customers. Kudos

Posted by Kelly Taylor (Keller Williams) almost 5 years ago

Great list of questions to help agents build rapport and determine a potential buyer's level of motivation.

Posted by Wayne and Jean Marie Zuhl, The Last Names You'll Ever Need in Real Estate (Samsel & Associates) almost 5 years ago

Gita ~ Motivated buyers will answer our question ... with an offer.

Sally & David ~ Building a rapport with an easy flow of conversation is the key.

Kelly ~ Listening to our buyers in the key to connecting!

Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) almost 5 years ago

Frank & Karen, thanks for reminding us of the FORD method.  Learned that many years ago in sales training.

Posted by Brian Schulman, Lancaster County PA RealEstate Expert 717-951-5552 (Coldwell Banker Residential Brokerage, Lancaster PA) almost 5 years ago

Brian ~ It may be an old concept but it is one that works for us.

Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) almost 5 years ago

I like the way you break the ice by asking about family and occupation.  It sounds like you really connect with your people.  

As far as the last question goes, I'm not a huge fan.  Sounds like a little bit of a pushy salesperson tactic.  If they are truly motivated and understand that there may be other interest in the property, they will buy.  Just my opinion, and only because you asked.  Have a great week!

Posted by Amanda Christiansen, Christiansen Group Realty (Christiansen Group Realty (260)704-0843) almost 5 years ago

I see lately many people ignoring how valuable scripts are in business. . .good scripts are the ones that never sounds scripty. .

Posted by Fernando Herboso - Broker for Maxus Realty Group, 301-246-0001 Serving Maryland, DC and Northern VA (Maxus Realty Group - Broker 301-246-0001) almost 5 years ago

Pressure to buy is not needed if the timing is right, the property fits, is a match. It sells itself and you discovered it, found it because you listened to what they want, don't want and eyed the wallet or purse they carry. No script, just how can I help you, be of service. Or not. Are they ready is where it starts in the journey for a set of house keys, chair at the long conference room real estate closing.

Posted by Andrew Mooers | 207.532.6573, Northern Maine Real Estate-Aroostook County Broker (MOOERS REALTY) almost 5 years ago

Frank & Karen~ I like to use the FORD method myself. I also came up with a list of questions for our sellers and buyers. Great minds think alike!

Posted by Donna Foerster, Metro Denver Real Estate Agent (HomeSmart Realty Group) almost 5 years ago

Frank & Karen, the FORD method is a great way to build rapport. Your closing statement is a real winner.

Posted by Michael Setunsky, Your Commercial Real Estate Link to Northern VA almost 5 years ago

Amanda and Jared ~ If we have the buyer signals leaning towards an offer , then we ask ... We are not pushy people at all ...

Fernando ~ You are so right! We let it flow a la natural ..

Andrew ~ No pressure intended. We let it move smoothly as possible.

Rich & Donna ~ Ah, great minds do think alike!!

Michael ~ Our closing statement only is spoken when we feel the time is right!

Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) almost 5 years ago

I first learned about the FORD way back in the 1970s - waaay before I got into real estate.  It is universal in sales.

Lenn, I thought you didn't like scripts.  You just used one of my favorites..."

 

"If this home were to sell tonight while you were thinking about it, would that be okay with you?"

 

I love that one.  It is more of an objection handler, but it is a script just the same.

 

Posted by Roger Stensland, Let's Move! (The Cascade Team Real Estate) almost 5 years ago
Good conversation-starter questions ... as agents our first step is to listen. The more we know about our clients, the more we can help them find the perfect home to suit their needs.
Posted by Ralph Gorgoglione, Hawaii and California Real Estate (800) 591-6121 (Maui Life Homes / Metro Life Homes) almost 5 years ago

Frank, Karen, love the concept of FORD that I learned wayback from STAR POWER! (And had forgotten - now I remember it!)

Posted by Praful Thakkar, Andover, MA: Andover Luxury Homes For Sale (LAER Realty Partners) almost 5 years ago

Roger ~ Actually this one is our's ..

"If this home were to sell tonight while you were thinking about it, would that be okay with you?"

 LENN SAID "THAT ought to get their attention!!! Love it.

 

Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) almost 5 years ago

Ralph~> you are so right!! The more we listen the more we learn .. from our clients.

Praful ~ A great concept using the FORD!!

Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) almost 5 years ago

Excellent questions to ask any buyer. As with the other commenters on here, I agree that last question is a great way to determine how serious they are. Buyers don't think that the home they saw earlier to day could sell later that night.

Posted by Suzanne Otto, Your Montgomery County PA home stager (Six Twenty Designs) almost 5 years ago

Suzanne ~ No pressure n the question, just trying to see how motivated they are..  Buyers find it hard to believe what they like will be bought by someone else..

Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) almost 5 years ago

Frank & Karen,

Using FORD...asking the right questions and listening attentively to your potential buyers...that is THE winning combination to successfully converting them into happy, satisfied clients!

Cheers!

Posted by Anthony Rollins, The Adam Butler Team (Keller Williams Realty-Overland Park) almost 5 years ago

Anthony ~ Yes you are so right!! We love happy satisfied clients!!

Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) almost 5 years ago

I learned a lot of this from the Howard Brinton and The Starpower Stars, many of which are right here on AR!

Posted by Mitch Muller - Charlotte NC Real Estate, Certified Residential Specialist (ProStead Realty Charlotte, NC CRS CDPE mitch@prostead.com) almost 5 years ago

Mitch ~ Great concept!! Hope the FORD way is your way!

Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) almost 5 years ago

I know that it was in your post, not Lenn's.  I was responding to her comment about loving that one and the fact that it is a script.  She had responded to another post saying that she did not like scripts.   And if the verbiage isn't exactly the same, it is very close to the one that I have been taught, it still gets the same point across.  Anyway, good job!  And, I like your short, sweet, to the point, but non-threatening questions. 

Posted by Roger Stensland, Let's Move! (The Cascade Team Real Estate) almost 5 years ago

Roger ~ You are right Lenn doesn't like scripts but did like our question!! Have a great weekend!

Posted by Karen Baker, Professional Help with Rapid Responses... (Sunset Beach and Beyond Realty) almost 5 years ago

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