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Most agents hear objections as a “no”—but top agents know they’re just missing information!
Real estate is a game of asking the right questions.
Transcript:
Did you know that the biggest mistake that real estate agents make is assuming they know what their clients want? Let me explain too many agents ask buyers surface level questions and then they assume the rest. That's a big mistake, because if you really want to know a buyer's motivation, you don't just ask what they want, you ask why they want it. So here's what I let's say an agent says, Hey, Mr. Klein, so have you had any thoughts of buying a home? And the buyer just says, I'm just looking just like when someone says that when they walk into a banana republic, we are programmed to do that, and that's a dead end, right? So now watch this. What if an agent says, Hey, I'm curious when we find you a home that fits your three bedroom, three bath in Laguna Beach school criteria, what would be your ideal timeline for moving in? Then the buyer responds, I'd like to be moved in by August for the school year. Boom. That's the real motivation. But the real magic happens when they object, because an objection isn't a no, it's actually them saying, I want to say yes, but I don't have enough information yet. Remember, your job isn't to bulldoze their objection or crush the objection. Her job is to understand why they have it in the first place. So the next time you get an objection, don't fight it, lean into it, because the better you understand their why, the reason, the easier it is to get to a yes.
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