Are you steering your prospect in the right direction, or is the prospect steering you?
The last house my family sold was in 2009. It was an investment property we had purchased several years earlier, remodeled, and placed back on the market. My wife and I were, as they say, “flipping” the property. Buy low, sell high. The American dream.
Unfortunately, as luck and timing would have it, the house was placed on the market in September 2008, at the same time the biggest financial disaster in US history was beginning to rear its ugly head. Oh boy, were we in for a ride. But, being the optimists we are, we persevered and stayed the course.
However, as the new year began the house remained unsold. What compounded matters was that we had lost faith in the real estate agent team we had hired. They visibly lacked marketing creativity and sales ability in a difficult market. It’s as if they continued to play “defense” when what we were looking for was more “offense.”
So we interviewed replacements and found the agent we were looking for. We hired him.
What sold us?
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I don’t get this part about going with the selection they liked the least. I know we discussed this in Boot Camp but I’m realizing I still don’t get it.
When you ask the question of someone who is looking at 3 choices, which one do you like the most? You are entering a confusion. The prospect is thinking to themselves, I kind of like all 3, maybe I’ll go home and think about it before I make up my mind. Ask them which one they like the least and you are giving them control. You are reducing the amount of choices they have. They become somewhat empowered. Now that they have eliminated 1 they are only left with the choice between two. The key point is giving them personal control over over the matter.