Influencer Tip: The money question.
- The Real Estate Influencer understands that their main objective is to get their clients to commit. Commit to using them, commit to keeping appts, commit to buying a home, commit to provide documents, etc. When a person commits, they will tend to want to be consistent with that commitment. This is an important fact.
- When you ask a direct (inflexible) question, you will get a direct (inflexible) answer. When answered, that will, often times, be the commitment of your client. The client realizing that will rather commit to the least amount, rather than the highest amount. Do you need your client to have price flexibility (perhaps being able to offer a higher amt)? Yes. Then asking a direct question as the FIRST question goes against your desire of flexibility. The “are you qualified question?” (how much) can be a follow up .
- The first question should be “What is your general price range?”. Studies has shown that when a client is looking for a 1M home, when asked directly “How much are you looking to spend?”, they answer “no more than 1M. When asked general price range, they answer between 900 to 1.2 Million