Influencer Tip: Avoid Interrogation
- If you were driving , over the speed limit, and got pulled over by the police. The officer asked you “Do you know how fast you were going? And you knew you were 10 mph above the limit, what would you say?? Most would say ” Sorry Officer, I don’t know”.
- I guess Drivers are liars ..hmmm
- Before trust is developed when we are asked a direct question, our biggest fear is “The answer I give may be used against me“. I better give an answer that is inaccurate.
- RE Agents start out asking too many direct and specific questions. “Are you prequalified?” “When do you need to move?” “What is your budget”? Etc…That makes clients often feel interrogated . They will mistrust you, feel pain, and tell you half truths..
- The Influencer understands that and will ask “wide net” questions first, subliminal, before asking direct questions. The first question you should ask a buyer , in a very disarming inflection is “So, what do you see yourself owning?”
- That question will create a flow of information from your client that will be subliminally honest.
- Wide net questions don’t seem very committal, so it lowers the clients fear..less fear equals more trust, less pain and more accurate info