Real estate Influencer Tip: “Keep it focused”.
- The Influencer understands that pointing out positive traits “outside” the stated needs of your client can cause more uncertainty rather than the desired effect of certainty. The reason is because when people have a need, their mind is focused on filling that need. If another trait is presented, that was not part of the initial need, that trait first is questioned by the client “is this a real need?” . That will make your client stop and reconsider their initial needs. The Influencer keeps it direct and simple..
- Ask “what do see yourself owning” ..listen for the needs.(It’s the thing a client will explain why)
- Show properties that fill their needs. Keeping it direct to the needs first
- Asking their client “What they loved about the property?”. This will increase commitment
- Note: It’s fine to point out something special, but focus on the things that is important to a buyer first and foremost. Basically, RE Agents understand that talking too much is overselling, so is “over showing”.