POWERFACT: Buyers buy with emotion – and justify with logic.
Working — or as I like to say — playing with buyers? Awesome! This week, I want to help you have a little more fun with that, save some time, and get better results! How’s that for a trifecta?
Let’s take a look at four cool summer (or year-round) strategies for working with Buyers.
- Drive together when showing property. When you’ve got prospective buyers with you – rest assured they are BOTH checking out the properties — AND you. They want to see if you know your business, the market, the answers to their questions and if they can like you enough to trust you and do business with you. Driving together helps you to create that connection.
- Drive geographically to the properties you are showing. Ever know an agent (or been that agent) who zig-zags across town with no real strategy to show properties – often ending up in the same neighborhood or near the first one shown? Make sense of your route. Save time, effort, gas money — and buyer confusion.
- Park ACROSS the street from the property. Seems like a little thing, but I promise, it makes a difference. When you park in the driveway — the house is literally on top of you – there’s no chance for an OOhhhhh or Ahhhhh factor. Park across the street and the buyers can take in the curb appeal, see the house as they approach, and have a much better showing experience. (It’s the little things that add up to big things!
- Don’t bring anything! Ay! So many agents lug a ton of stuff with them into the showing. Tax records, lot size, notebooks, binders — stop. When showing properties, it’s important to focus on the feel of the house. Let your buyers take it in, be in the moment. When you bring a bunch of stuff in with you, it distracts and puts you and the buyers in a “logical” mode. Logic takes away from emotion. Buyers BUY with EMOTION, and they justify with logic. So, walk through, look for those buying signs, ask buyers how the house FEELS to them. If they say, “like home” — or something in that neighborhood — THEN go back to the office and check out the details while they are still in the glow of those FEELINGS.
I hope that helps! Have some fun with it.
Power Agents, if YOU’RE working with buyers – I want to direct you to two great new pieces in your Playing with Buyers tab in the Classroom!
The brand new 7 Rules for Playing with Buyers eBook, which will elaborate on a little in Friday’s webinar. It’s packed with great ideas for maximizing your results with buyers and why it is the perfect way to break up the sometimes stressful pursuit of building listing inventory.
The second is the brand new 26-page Home Buyer’s Guide Packet, also found in your Playing with Buyers tab in the classroom. It’s comprehensive and customizable! Download it and edit the copy to best fit your business model or team!
If you’re not CURRENTLY a Power Agent, now’s the time to try us for free for the next 30 days. You’ll have all the tools, training, and coaching you need to handle objections and list like a pro. Your free trial gives you total access to every tool we have including letters, dialogues, training tips, webinars on demand, eBooks, and marketing tools.
Now is NOT the time to reinvent the wheel. It’s the time to get laser-focused so that in 90 days, you’re in the position to handle whatever the market throws your way.
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