If you want dozens of happy clients, the secret lies in understanding their needs and then helping them satisfy those needs. You must know what the need is. And, you should understand that your clients possibly have not sat down and qualified themselves. That is your job. To do your job properly, you have to get close to your clients.Whether your clients are buyers or sellers, the object is the same: get close and understand their needs.In this feature, we will concentrate on sellers. At the listing presentation, and long before you get into your presentation, you should talk to your sellers. Style is important when doing this -maintain a conversational style, never sound like an interrogator.
There is plenty of time to get to know your sellers. When you ask your questions in a relaxed, conversational style, you find that your sellers speak with you for hours about their favourite subject – themselves. In fact, the hardest task you face will be keeping the conversation on the subject of the property and the move that your sellers want to make.
Quality questions come a close second to a good first impression when it comes to gaining the trust of your clients. As you question your clients, you not only gain information that enables you to help your clients, but you also help the clients clarify their aims. Your questions give your clients the confidence and courage to proceed with the listing. You assume the role of Leader: by asking good questions, you lead your clients from indecision to decision. And you grow closer as a result.
You don’t need to uncover all of the information immediately. Much of your knowledge of your sellers will grow with time, as your relationship with these clients blossoms. There are some questions that need answering sooner, however, and the sooner the better.
Here are seven questions that you might like to ask your sellers. In Parts 2 & 3 I’ll give you some more.