Salesmanship – Ask Permission to Ask Questions
Most people determine how they feel about someone new within the first few minutes of meeting them. There are 3 things you must accomplish when you first meet a new client:
- Build Rapport and Trust – Do this by keeping the subject away from real estate as much as possible. Remember, “People don’t care what you know, until they know that you care”. This can be done by using FORBES.
- Establish Control – If you don’t, you will be at a disadvantage and it’s unlikely your clients will see you as their “Trusted Real Estate Advisor”.
- Gather as Much Information as Possible – Use the information you learn about your new client to begin crafting a Winning Strategy.“If you don’t mind, I’d like to ask you a few questions to find out where you’re at (or what your goals are). That way I can be more specific about the information I share so it will directly apply to your situation. I don’t like to make recommendations until I know that what I’m saying applies to you. I find this method to be much more efficient.”1401 Highway A1A • Suite 201 | Vero Beach, FL 32963 | O: (772) 234-0301 | F: (772) 234-0304 | W: www.metworldwide.com | E: firstname.lastname@example.org
- This is a great script to use to begin any new relationship where a client already has a need. Remember, if you don’t have enough information, your strategy is likely to be flawed. If a client is not comfortable answering your questions, there is most likely a disconnect between you and your client. Do not go any further until you address the trust issue.
- How can these goals be met? When you first meet someone, get their permission to ask questions by using the following script: