About this episode
Knowing precisely why your client wants to buy or sell a house is critical to your relationship, and can, at times, become a fairly complex task. In today's episode, Matt and Garrett look at the tools available for you to help your client understand their why especially when the reasons may not be on the surface and may require some deeper questioning. Until they understand their why, it may very well be impossible for you to help them find precisely what they are looking for, so let Matt and Garret help you out. They begin by reviewing some of the tools available to help understand your client's why, and they perform a brief role play that illustrates a 'what and why' conversation. They then focus upon strategies to employ when you've done everything properly, but a client is still hesitating to act, which, as they point out, could have deep emotional roots. With an emphasis on when and how to help clients find clarity, our hosts offer valuable advice in this potentially sensitive area as well as the possible results. Going a little deeper may cause some level of discomfort but the mutual rewards of helping one of your people clarify what they want goes far beyond real estate, and will ensure a long lasting and fruitful relationship for you both. Episode Highlights: Some tools available to help find surface level to intermediate whys and deeper whys Matt and Garrett's role play of a 'what and a why' conversation Asking questions, really listening to answers, and watching body language The Ten Step Buyer Process Having conversations to uncover the deep, serious emotions which may impact a buyer or seller's decision When and how to help clients find clarity Mutually putting a client on hold Asking questions, and checking their pulse How this results in referrals Steve Sim's book, 'Bluefishing: The Art of Making Things Happen' Quotes: "It's amazing how much just asking the question 'Why?' can really help, especially right up front, whether we're talking about a seller or a buyer." "It's also about how they answer with their body language." "I think in-person is the absolute best way of doing it, or zoom in today's world, I think, could work really well." "Some of the best Ninja's I know are not afraid about talking their client out of moving sometimes." "Now you're really helping these people with life, not just real estate." "Is there some deeper question that I could be asking that's going to take these people to a different level of clarity that we've all missed?" "These are people. These are relationships. These aren't transactions." "Once I started actually building relationships and paying attention to the people in my business, things took off." "People's criteria can change, for sure, really quickly too. I mean, so don't ever be afraid to do the reset." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli