Salesmanship – It’s All About Asking Permission to Ask Questions
Most people determine how they feel about someone new within the first few minutes of meeting them. Some agents believe that after the first few minutes, they know enough about the person to decide if they’re a good prospect. Nothing could be further from the truth. If you don’t have all of the information, your strategy could be seriously flawed. That’s why it’s important to ask all the right questions before you develop a strategy.
There are 3 things you want to accomplish when you first meet a new client:
- You want to build rapport and trust. Do this by initially 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 is unlikely your clients will see you as their “Trusted Real Estate Advisor”.
- Gather as much information as possible so you can begin to craft a Winning Strategy.
How can these goals be met? When you first meet someone, get their permission to ask them questions by using the following script:
“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 tailor the information I share to directly apply to your situation. I don’t like to make recommendations until I know that what I’m saying applies to you.”
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 communication disconnect between you and your client. Do not move further until you address the trust issue.