Show Buyers Fewer Properties and Have Them Like It

Notes from panel discussion - Keller Williams Realty Family Reunion, February 2009.

I live life assuming that something good is going to happen.
A + D = R Aware plus Deliberate equals Result

1. On meeting a buyer - send to lender, find common bond, establish relationship, invite to buyer class, set an appointment.

2. Appointment - Meeting in office to determine needs - an hour or 90 minutes, depending on questions, buyer book/checklist. How many houses have they bought and sold? Never assume in first questions - ask til you find out what is best for them. Power point. All about rapport. Like, trust, faith. "Where are you in the buying process?" "Let me tell you how I work."

3. Language. Pace, pace, lead. "It's a beautiful day today. I have a list of properties for you to see. And one of them is perfect for you." Mirror, rate, pitch.

4. Agency - explain by example the difference between a customer and a client. Buyer always wants to know what's in it for them.

www.garryslibrary.com - list of questions
garry@thebuyerclass.com

Show no more than 6-8 houses after you've learned what they need. The idea is to set expectations and control it. "I've hand picked six houses that will meet your requirements - and you'll want to buy one of them today."

Show the worst first. After house #6, close. When buyer says they like it, "And that's why we should write an offer." Dress story. Consultant vs sales person. "As many as six or eight before you find the one you want."

Rate each house 1-5. After second house, choose which one to buy. Train Sarah day. Next day list is revised.

Must list, nice to have list. 100-200 homes on line, 6-8 in person. Rank 1-10. If it is not at least an 8, tear it up. Rank/name the huse. Ignore price - find emotion.

Ask questions that lead to a decision. Don't put them in the car til you and they know what they want.

"Would you like to put some numbers together? How would you feel about living here? How would you feel if somebody else bought it?"