+IDENTIFY the sellers needs
you need to prove to sellers that you're there to make sure they're okay. how can you do that?
GO IN WITH A BLANK PIECE OF PAPER. DRAW LINES ON THE PIECE OF PAPER
JUST LIKE YOU SEE THE LINES HERE:
THEN ASK THIS QUESTION:
Needs
Answers
Resources
“
Mr. and Mrs. Seller, what
do you hope to get out of
the sale of your house?
"
You want to know what their needs are right from the
beginning. That’s the only way to make sure you can help
them reach their goals. They want to make sure you’re
listening and that you’ll be able to help them. By starting
with their needs, they know two things:
1) YOU CARE ABOUT THEM RIGHT OUT OF THE
GATE BECAUSE YOU’RE ASKING WHAT THEY NEED.
2) YOU ARE A PERSON THEY CAN TRUST BECAUSE
YOU ARE NOT WORRIED ONLY ABOUT YOURSELF.
You want to know what
their needs are right from
the beginning. That’s
the only way to make
sure you can help them
reach their goals.
Some agents argue that a pre-scripted presentation
manual allows them to keep better control of the
appointment. However, in reality, the person doing
the talking is never in control. The person asking the
questions is always in control. If you don’t believe this,
think about a courtroom. Who’s in control: the attorney
or the person on the witness stand? The attorney, of
course, because he or she is directing the conversation
by asking questions.
s