Alexis Bolin teaches agents how to use effective communication to uncover their clients “why” when it comes to buying or selling a home.
“Those difficult questions need to be asked,” states Bolin. How deep are you willing to go to find out your clients “why”? In order to successfully motivate and get to know your buyer, you need to find out how serious they are about buying a home. What is their reason for looking, and where will they go if they are unable to find their ideal place?
Ask Open Ended Questions
Bolin encourages agents to ask the following questions:
1. What’s important to you in your next home?
2. What caused you to decide to buy a home now?
3. When would you like to be living in the property?
4. What are some of the questions and concerns you have about the process?
Oftentimes, one layered questions aren’t enough. Asking the right questions will help you to know how to better help your client and maybe even save you time in nailing down the right house. Find out their non-negotiables to help them narrow down what they are looking for.
Address Foreseeable Issues
Is the next home purchase hinging on the sell of their previous home? Are there others involved in the home buying decision? Maybe the house isn’t priced right? If you see any possible hiccups in the road, take the time to address them with your client. The more you communicate throughout the process, the more comfortable they will be with trusting you.
Bolin states, “I always reply to answers with: I’m curious what causes you to feel that way. Why did you say that?”
You can anticipate problems to arise, but the goal is to make your buyer feel prepared.
“There is a different, deeper meaning in everything they say to you. You’ve got to dig deep and find out what that is. Drill down and ask those questions. Your top producing agents are asking questions,” says Bolin.
Which questions have you found to be the most helpful with getting to know your client’s “why”?
