2014 Salesmanship – Buyer Strategic Brief
When you meet your buyers for the first time, it’s imperative that you:
1. Gather as much information as possible
2. Establish rapport.
There is no such thing as too much information because the better the information, the more successful your strategy to find them a home will be. Also, remember;
people don’t care about what you know until they know that you care.
The more information that you’re able to obtain about your buyers,
Family & friends
Occupation – their career now or before retirement
Recreation – hobbies or what they like to do when they’re not working
Plans for the future
The more likely you are to find common interests and build rapport. This should not be difficult as most people really enjoy talking about themselves, their family, and their interests. Keep in mind that as you build trust, the most important information you gather may not be about real estate.
The attached worksheet has a list of questions you can use as a guide when you’re working with buyers. It’s important to complete a worksheet for each of your prospective buyers. Once all pertinent information is obtained, you can begin to build your strategy for selling your buyers a home. Be as thorough as possible. There’s no such thing as too much information. Most flawed strategies are a direct result of missing data or insufficient information.
One final note, we strongly recommend that you also complete a worksheet for the hot buyers that are already working with you.