Super Duper Tips from Andy… (part I)

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I’m always talking about low-cost and even free marketing techniques to get people beating down your door wanting to do business with you.  We call them “prospects”.  But that’s ALL they are until you convert them to paying customers.  Then we’ll call them “clients” (and we’ll put some money in the bank!).
 
As of today, there are tens of thousands of Licensed Real Estate Agents in Florida, and even more Licensed Mortgage Brokers.  What makes YOU better then the other 99,999?  If you can’t convince me of why I should work with you, I won’t.
 
For the next few weeks, I’m going to share with you some techniques to turn prospects into paying clients and “close the sale”.  Here’s Part I in the series:
 

Andy’s 10 Commandments of Closing the Sale

 
#10:  Thou Shalt Find Out Thy Customer’s Needs and Fulfill Them
 
I know, seems like an obvious one, but I can’t tell you how many people get this wrong!  Tim & I recently went through the purchase of a new car.  We hadn’t decided exactly what we wanted, but had narrowed it down to a small SUV, truck, or another Jeep.  When we told this to the salespeople, some of them tried to steer us over to a car.  Don’t make your job any more difficult than it is!  If they tell you they want a truck, you will most likely NEVER sell them a car! 

This holds true in real estate as well, but be careful to distinguish between their wants and their needs.  They may WANT a 3-car garage and a 5 bedroom with a pool, but would also be very happy in a 4 bedroom with a 2 car garage and a community pool for $50,000 less.
I usually ask it like this: “what’s the least amount of bedrooms that you can get by with” or “is a 3-car garage an absolute necessity or if I found the perfect house with only a 2-car, could you make that work?”
 
Have a heart to heart with them about their wants, and then talk to them about the price difference between that home, and the one that meets their NEEDS.  In today’s market they will probably take the more conservative approach.  Yes, your commission may be a little smaller, but you won’t lie awake at night wondering how long until they can’t afford those big payments anymore!
 
#9:  Thou Shalt Ask A Lot Of Questions And Explain Why That’s Important to Them
 
Buying a home is usually the largest purchase your clients will ever make, so it is critical to your success that you help them find the BEST home for their needs (see #10).  The best way to find out their needs is to ask a ton of questions to get to the core of their desires; however they may feel uneasy with your line of questioning, so it is also important to explain to them up front WHY you ask so many probing questions:

“Mr. & Mrs. Buyer, in order for me to find the perfect home for you, I may need to ask you some questions that are a little different than you might have anticipated, however rest assured that your answers will give me a better feel for your lifestyle both now and in the future so I will be able to best fit a home to your needs, such as do you run a home based business or do you have a child in college that might move back in with you when they graduate, those are things that might change the type of home I look for.  If at any time you don’t feel comfortable with any of the questions, just say so!”
 
Join me next week as I bring you more of “Andy’s 10 Commandments of Closing the Sale”