+IDENTIFY
needs
s
/nēdz/
noun
(cont.)
1. requirements, necessary duties, or obligations;
2. a lack of something wanted or deemed necessary;
3. urgent want, as of something requisite;
You may ask, “What if they say
something I’m not prepared for?”
First, let us say that the chance of that happening
is very slim. In fact, there are five things that a
seller will potentially tell you when you ask them
what they need from the sale of their home.
THEY NEED THE HOUSE SOLD
THEY NEED THE MOST MONEY
THEY NEED THE SALE TO OCCUR
IN A CERTAIN AMOUNT OF TIME
THEY NEED THE LEAST PROBLEMS
THEY WANT YOU
THE RELOCATIONTO HELP THEM WITH
TO THEIR NEW HOME
These are the five things every single seller is
going to tell you and it’s been the same five things
for the last 30 years. The potential for someone
saying anything different is extremely low, so
don’t worry about them saying something you’re
not prepared for.
As you can see, the first step in building rapport
is pretty simple: start with caring about them.
Start with talking about them. Start by asking
them what’s important to them. They will begin
to like you and you’ll begin the process of getting
them to feel that they can trust you. Now that
you know what they need from the sale of the
house, you need to teach them the answers that
will fulfill these needs—the generic things that
are required to help them accomplish their goals.
If they want the house sold for
the most money, in the least
amount of time, and without
hassles, what is necessary?
4. necessity arising from the circumstances of a situation or case;
5. situation or time of difficulty;
If they want the house sold for the most money,
in the least amount of time, and without hassles,
what is necessary?
WRITE ON THE PAPER THE ANSWERS
TO THOSE NEEDS:
Needs
Sold
Most
Money
Least
Time
Least
Problems
Relocation
Answers
Marketing
Plan
Qualified
Buyers
Negotiation
Skills
Knowledge
Resources
%
company
value
f
personal
value
Control
Notice that you haven’t talked about your company
yet. You haven’t talked about yourself yet. Instead,
you’ve discussed the generic answers to their
needs. These are the things they’re going to need
from your real estate company. These are the
things they’re going to need from an agent.
You’ve built rapport by first asking what they need.
You’ve given them the answers to their needs in
a generic form without ever talking about you or
your company. Now you’re in a nice conversation:
two people talking about how they can help each
other. Then, and only then, should you begin to
discuss the resources you and your company
have to make sure you can fulfill their needs.