Full disclosure. I picked up this useful approach from Ninja Selling and it has nothing to do with Harry Potter, but it does work miracles :-)
If your buyer and seller counselling sessions are rigorous enough, you will glean all kinds of information.
Know this. Not all of it will be accurate and sometimes clients will back out for all kinds of reasons from telling you how they really feel or think.
In other words, you will come across 2 kinds of dialogue. External dialogue where folks will simply give you a straight answer you can trust. The second kind of dialogue is internal and it’s this inner narrative that you need to drill into, to learn how your client really feels or thinks about a particular matter or decision.
For example, your client is hesitant to give you a price that they would like you to offer for their dream home. Their hesitancy could be based in fear of paying too much, offering too little, or simply not being able to get comfortable with making a commitment.
This is the time to use the ‘magic wand’ approach. How does it work?
You need to bring the issue or matter into a ‘pretend state’. Here’s what to say when your client says, they need to think about it.
Step 1. So, Mrs. Client, can we agree that you really love this house and the biggest issue is how much to pay? Is that correct? If she says yes, then you say this.
Step 2. OK Mrs. Client I do understand. Let me ask you this. If you could wave a magic wand, how much would you like to pay for this home? Mrs. Client then simply answers the question because it’s not real in her mind.
Once she has given you the number, you say. OK Mrs. Client let’s do this. I will prepare an offer to purchase, just below the number that is comfortable to you, as this will give us some wiggle room and who knows, we may even get the seller to agree to accept less. Do you agree with my suggestion?
Nine times out of the ten, your client say yes to your suggestion and you can prepare the offer.
As always give me a call if you need more help. 780 760-2014 x 3. Thank you.
About the author:
You can read more about the author of this blog by clicking this link - Stuart Neal Broker Owner & REALTOR® .
You can watch and hear Stuart share other ideas on his You Tube Channel: Stuart Neal Edmonton Real Estate Career Coach.
Follow Stuart on his Facebook coaching page: Stuart Neal Edmonton Real Estate Career Coach Facebook.
Want more information about becoming a team member or Associate REALTOR® with Ambergate? Call Stuart our broker owner at: 780-760-2014 ext. 3 or go to our Careers page - Vital Home Realty Careers.
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