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:
I started my Real Estate career just like you did, with zero clients, zero prospects, and not a clue what to do next.
Since I had nothing better to do, I decided to go out and preview listings. Why? Because I LIKED looking at houses. There was no master plan.
I chose properties that were close to my home. Why? Because it was easier.
After a while, I made a game out of it, and started taking notes: This is what I think buyers will like, what they won’t like, how much I believe it will sell for, etc.
Then I tracked how well I did at the “Guessing the Sale Price Game.”
Of course, I was terrible at first, but gradually my skills improved to a level I never would have dreamed of a few months before.
I could walk into a house, look at it, and write in my notes, “Price needs to come down $10K, then it will sell for this much.” And I was right. Not every time, but more often than not.
Then I started doing Open Houses. I didn’t have any listings, so I...
Most of us had some previous career, before we became REALTORS®. How about you?
What lessons have you learned from your previous life that you can apply to your Real Estate career?
When I was 26, I started a wholesale motorcycle parts distribution company called Power Twins Performance Parts.
In my first location, I shared a tiny office with another small business owner and stored my inventory on a 400 sq ft mezzanine. I remember climbing up and down a ladder every time I needed to pack an order.
Early on, I had to sell my treasured vintage 1973 Yoshimura Kawasaki Z-1 to buy groceries.
Also diapers for the new baby boy. Thanks a lot, Kevin!
I still miss that bike.
It was mostly youthful self-confidence and a strong work ethic that kept me going through those early years.
Long before my phone was ringing with orders, I was doing the dialing, talking to motorcycle dealers across the country.
I just straight-up asked them what it would take to get...
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