Do You Have Deep Levels of Rapport With a Client?
- Think of a time when you knew EXACTLY what was going on in your client’s head and WHY they’re making decisions.
- On the flip side … have you ever had a client that said they wanted to buy a home, but they continued to make silly offers that weren’t getting accepted … and you DIDN’T know WHY?
** It’s because you didn’t have a process in place to understand what’s truly important to them.
** That’s why today we’re talking about how to go deeper with your clients… Reasons Are Values
We’ve all heard that people SELL for reasons and people BUY for reasons … but you have to remember that reasons are actually VALUES.
What do they value about home ownership?
What is important to them about buying, selling, a certain community, etc?
Three Value Questions
QUESTION 1: What is important to you about buying a home?
QUESTION 2: How is buying a home important to you?
QUESTION 3: Ultimately, what will all of this do for you?
You have to move BEYOND the superficial level of why they are buying a house.
When they’re responding, your role is to:
- Shut up
- Take notes
Specifically, you want to take note of their words, and use similar words to build rapport.