Anyone that hunts or knows guns knows the difference between a rifle and a shotgun. A shotgun shell sprays to cover a wider area, but doesn’t go very far, while a rifle travels great distance but only covers a small area the size of a bullet. The reason you don’t use a rifle to go duck hunting is because it is almost impossible to hit a moving target flying away from you with a small bullet. Because the shotgun shell sprays buckshot, it can cover a much larger area over a short distance, so is much more effective when trying to hit a moving target like a duck (or in our case, a buyer or seller), before it gets too far away.
How does this analogy apply to Real Estate Prospecting? If your client was a duck that was flying away (your moving target) and you tried just one close or presented just one key point to get them to go to contract, the close or argument you choose is not likely to be the exact close that will strike your client’s fancy. So rather than using a rifle, that requires perfect marksmanship (or the perfect selection or key point to present), use buckshot, or multiple points that “spray” your client with a wide variety of possible solutions. You don’t have to be as precise and you’ll still hit the target.
The next time you’re preparing your arguments for your buyers or sellers, bring a number of closes or key points that you can use during the meeting. If one part of your buckshot presentation doesn’t hit the mark, it won’t matter because you have lots of information to present.
You may not consider yourself a hunter, but in the world of Real Estate Sales, that’s exactly what you are. All it may take is just one piece of information you share that can make the difference between going to contract and going home unsuccessful and hungry.
GOOD LUCK AND GOOD HUNTING!