Apart from getting out of a rental, most people buy homes to achieve one or more of the following goals.
To move to a new area or away from one.
To buy a bigger home than the one they have now.
To buy a smaller home than the one they have now.
But, for you to really get to understand your client well and to understand their overall situation and underlying motivations you need to ask great questions.
On my team I teach advisors to ask questions around the following areas:
Family – how many members. Is the family getting bigger or smaller?
Occupation – Does proximity to work matter? For some the address or style of home conveys status.
Recreation – What do they like to do when they are not working? Are the kids in sports etc.?
Dreams – If they could have whatever they wanted what would it be? Is their answer lofty or down to earth?
Once you are comfortable with asking great questions around this framework you will have much richer conversations with your clients.
You will be able to add more value by making better suggestions and by providing better quality guidance.
And your clients will love you for it …
Learn on You Tube: Stuart Neal, Edmonton Real Estate Career Coach.
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Read Stuart’s bio: Stuart Neal, Career Coach, Team Lead, Broker & REALTOR®
Start your real estate career. Call Stuart at: 780-760-2014 ext. 3 or go to our Careers page - Ambergate Realty Advisors Team Careers.
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