The Science of Persuasion
The Small Big Videos
Found 9 blog entries about Buyers.
When we were in Atlanta for a seminar real estate agent Robert Allen gave us a great quick tip to save time while working with buyers. Let us know what you think. What are your time saving methods for working with buyers?
Although you will send your buyers to a lender for pre qualification, this video shows how you might explain it to them in advance. These role plays will help you deal with finances and prepare your buyers to buy, then get them ready to make the decision to buy once you find them a home. Address all the possible barriers now, before they arise: how many homes to see, are you ready to buy the first one, willing to pay market value. Role play demonstration of preparing the buyer. Begin the discussion of buyer agency and asking for commitment. Prepare them for find a home quickly and paying market value.
Preparing for showings. The DCAB method using the law of contrast to sequence your showings. How to avoid “sticker shock” by playing the game “The Price is Right.” Showing guidelines; delay the feature sheet, save price until the end. Role play demonstration of this. Silence is golden, be quiet. Avoid being Champion of the Obvious. Let them lead the showings and you follow. Role play demonstration of preparing for showings. Pay attention to their feedback, buying signals and complaints. Role play demonstration of showing, debriefing and asking for feedback.
Knox First Tuesday 42 is "Ten Tips for Better Showings." Part Two - Tips 6 through 10.
Increased buyer demand and low listing inventory requires you to expand your property options to sell more homes. This video will introduce you to the skills of working with builders and selling new construction. Your buyers will find new construction with or without you, so you need to be familiar with this segment of the market. We interviewed seven experts, on location and in our studio, to bring you the best, most current practices for offering new homes to your buyers. You'll hear from two builders, one new home consultant and four agents. Subsequent videos in this series will address meeting with builders to establish a relationship, the new construction sale and managing the process from sale to move in. In KFT64-2 you will learn how to research…
Our builders and new construction experts describe how to research reputable builders, conduct a first meeting with a builder and gain basic knowledge of construction. If you are considering showing new homes to your buyers, you will learn how to work with builders and be paid a commission for selling their product.
Buyers are not liars, we just don’t ask the right questions and listen. You must begin the process with a buyer counseling interview. The first meeting; when, where? Pre-counsel the buyer, get personal, understand their lifestyle, reasons, motivation and urgency. Role play demonstration of the first meeting with buyers. Determine whether to buy first or sell first. Determine their housing needs; location, size, rooms and features. Download two lists of buyer questions: MS10 Buyer Questions P1 and P2