During you presentation with a consumer, you’re going to discuss a few things. They are exactly the following:
1. Their Needs
2. Your Company
3. You
4. The Price
5. The Commission
6. The Decisions
7. The Agreement
Now during numbers 2 & 3 – you MUST ask two simple questions:
Addressing company – “Before I get into what my company has to offer, tell me NAME(s), what’s most important to you in hiring a company to market and sell your home?
Addressing you – “Before I get into what I offer as an agent, tell me, what’s the most important aspect of a real estate agent for you in selling your home?
Now they may struggle with this question so you can give them some examples:
“Well in my experience, I’ve had homeowners who didn’t like open houses and some that felt that was really important. I’ve also had people tell me that honesty is the most important characteristic of the agent. I’ve also had people tell me – got buyers??? – likes do you or your company have buyers right now looking for houses in this area.”
This is just something you could say. Word it however it feels comfortable to you.
The reason you want to ask these questions is – without really knowing what they’re looking for – you will just be covering everything you THINK is important to them. And you might cover so much and still miss what is most important to them.
I like to say the following if they struggle with these questions:
“In my experience in sales, I always focus on what the consumer wants. Like with the buyers who come to see this home, I want to make sure we address what it is their looking for so I can highlight it to them and help them get a feel for the house and the features that best speak to them. So I’m asking you, what’s most important to you?
They may say, “I don’t know. I’ve never done this before.”
You can then say, “Well neither have I…(LOL)” HUMOR – is huge. Then just say:
“Well, let me focus on the three key areas of selling a home….”
And take it from there.
Always remember to keep things succinct. Don’t overload them. Focus on the key areas that highlight your company strengths and yours.