Buyer Close – The “Hot Button” Close
This is the single-most important close you can use with any buyer. Historically, buyers have purchased for the emotional benefits of use and enjoyment. But, because of the economic meltdown and depreciation of home values, most buyers have learned over several years of “Spaced-Repetition” listening to everyone, especially the media, that they should focus almost exclusively on price. But, that’s not why people buy things. We spend money as a way to improve the quality of our lives and we’ve always bought homes because of how it makes us feel to actually own our own homes.
It’s imperative that as “Trusted Advisors”, we put the focus back to where it should be, by asking our Buyers the single-most important question you can ask”
“If you were to buy today, what would it mean to you, or how would it change your life?”
The answer to this question will be very telling. It will enable you as their Trusted Advisor, to help them avoid too great an emphasis on price, at the expense of their quality of life. Use this valuable information as a constant reminder to help them break the bad habit of focusing on a “money-exclusive strategy”. The answer also provides you with the greatest leverage to use with the buyer to get them to move forward with a purchase.