The primary objectives at the first meeting, or the start of any new buyer or seller relationship is to :
- Gather information
- Sell yourself/build rapport
Every agent knows that the winning formula for closing business is ISIT.
I-Identify
S-Strategize
I-Implement
T-Track
What does ISIT have to do with gathering info and building rapport? Bluntly stated, your goal is to sell yourself/build rapport because
“People don’t care what you know until they know that you care.”
If you have a powerful strategy to sell yourself, you will be successful representing buyers and sellers. So what’s the problem? Most agents never ask enough questions to really get to know their clients. The strategies that most agents apply to their buyers and sellers are flawed because key information is lacking. The solution, ask more questions. Literally dozens, possibly even hundreds of questions should be asked prior to rolling out a winning strategy. The following phrase is absolutely perfect for beginning the process of gathering information, selling yourself, and identifying the best strategy to apply to each client.
“If you don’t mind, I’d like to ask you a few questions to find out where your at in the process of buying a home (or selling your home). In that way, I can be specific about the information I’ll share and the recommendations that I make that will help meet your needs. Would that be OK?”
Everybody always says yes and this opens the door to a myriad of questions using an approach that is both professional and respectful. You now have permission to ask dozens of questions. Use the attached Strategic Brief Questions as a guide.