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The Motivation Alignment Principle (MAP)

You’ve probably got different buyers at various stages of the home buying process. Some are anxious to find a home as soon as possible, while others are just beginning the exploratory phase.

So, how do you know each buyer’s motivation level?

Here’s a crazy thought. Ask them! 🤪

Just be straightforward and use this line:

“In order to provide the best possible service to you, I need to be in alignment with your motivation level. For example, if you’re a ONE right now, I’m a ONE, too, and you won’t be hearing much from me. But if you’re a TEN, I’ll drop everything right now and let’s go find your new home!”

This simple statement serves several purposes, including:

  1. It demonstrates that you care about how they are feeling, instantly improving the relationship and increasing the odds of continued good future communication. 🤗
  2. It shows your willingness to increase your attention to them in alignment with their increased motivation, if and when it happens. 😃
  3. If they’re not highly motivated, it takes the pressure off of them. They no longer need to feel guilt about you doing a lot of work for them because… you’re not! 😉

Further, if you have buyers who say they’re a ONE, that doesn’t mean you ignore them. In fact if they’re a ONE, you should secretly be at least a TWO.

Here’s what I would say is a TWO level of communication:

You’ve got them on an auto-notification for new listings, and once every two weeks you check in with them with a simple email, something like this:

“Hi, Sam and Suzy. Just a quick check-in to make sure you’re still receiving the new listing notifications (?). Please send me a quick response, so I know you’re getting them, and let me know if you want to make any changes to your search criteria. Thanks!”

That’s all you have to do. You’ll be able to detect if their motivation level is increasing, based on their response.

The trick is to have a good Follow-Up system in place, so you’re not contacting them haphazardly (or not at all).

When you don’t have a system, that’s when you get this response three months down the road after you finally remember to follow up, “Thanks, but we bought a house. Thanks for all your help!”

Does it make you mad when that happens? 😡

Well, it should. Just be sure to blame the right person… YOU. 😲

Sorry to be so blunt, but it’s ridiculous for a professional REALTOR® not to have a proper Follow-Up System in place. If you don’t have one, check out last week’s blog here: The Ridiculously Uncomplicated Follow Up System (RUFUS).

Or, if you want to learn more about a powerful Follow-Up system that teaches you how to DEVELOP your clients from ONEs to TENs, click on the link below to learn more about the Master’s Program.

—Coach Ted

I teach GOOD REALTORS® how to become GREAT REALTORS®, with a simple, logical, easy-to-follow, easy-to-implement, inspirational step-by-step program.

Ted Greenhough
Knowledge First Real Estate Training
Knowledge + Action = Skill

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