When you are on a listing appointment, a buyer consultation or prospecting know that the person in control is the one asking the questions. You want to be the one in control of the conversation. I am not saying that you need to be control freak or act bossy. Being in control of a conversation is being a good leader. You lead your prospect where you want them to go. It is not about being arrogant or aggressive. Both of those are attitudes of people who want to be in control but actually are not in control since both of those behaviors are defensive behaviors.
As a Real Estate Agent asking the right questions benefits you as the agent and benefits the prospect because if you understand your prospect you will be able to better serve them.
People do business with those they know, like and trust. The more you ask questions, the more open the prospect becomes and the more they trust you. They will also like you because they want to be the one that is focused on. They want the attention. People love talking about themselves.
Try it out and see for yourself. Go out and meet someone new. Ask them their name, use their name often in the conversation. Ask them questions about their family, life, interests, job, etc. Keep asking questions. Whenever they ask you a question; answer very quickly and bring the conversation back to the other person. Get their name and number. After 2 days, call them and tell them they have been on your mind. They will tell you that they had the best time with you! And guess what! All they did was talk about themselves!
When you first are talking with your prospect do not start showing off all your credentials and who you are and how much you know. People don’t care how much you know until they know how much you care. They are all listening to that famous radio station called, “WIIFM”,( what’s in it for me).
Instead, make sure you find out all you can about them. Ask them:
How long have they lived here
Where did they move from
What do they like best about where they live
Do they have family here
Do they have children, their ages, where they go to school
Coaching For Real Estate Agents
If you are in their home, look for common interests and then ask them questions about that interest. You can then say you share the same interest, but do not start going off on a tangent about your side of the interest. You want to ask the questions and let them do the talking. That will make them feel like they can begin to tell you everything.
You will be surprised that as you truly listen you will discover all the necessary information for you to close your prospect.
For Further Information regarding this topic:
You can email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina
Coaching For Real Estate Agents
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