The truth is…

The truth is… a home is "purchased" the moment a potential buyer enters the house. There is that moment when the buyers step into their future home and take a first look… and have a certain reaction. The reaction could be subtle or pronounced. It could simply be a sigh, a straightening of the shoulders, a smile, or an increase or decrease in their speech pattern. The question is: where are you in these first minutes of a visit? More so, are you in observation mode… or caught up in a debilitating and uncontrollable urge to talk incessantly, thus preventing clients from being in touch with their emotions?

These few minutes are extremely important. They enable you to determine their needs and wants but also… their emotional desires. If you are six feet ahead and looking at everything except them, blabbing away… you are not in the right place.

As soon as the right home is found, everything changes and… you must adapt: your emotional state to theirs, your speech to theirs, your level of excitement to theirs. Once the emotional decision is made, there remains the rational decision – in that order.

One must, of course, rationalize the decision, and that is where you step in as a professional salesperson. Selling and communication techniques can be much simpler than you believe them to be; for example, when a client is excited about the home but hesitant about the asking price and says "I am afraid it is a bit too expensive," you might say, "It really is a great home (opportunity, asset, choice, etc.). If we could get it at an acceptable price, would you be interested?" and lead on with "Let’s sit down and look at the numbers."

Such an approach acknowledges and emphasizes the client’s interest in a property while allowing you to bridge the gap from the rational to the emotional. Have you ever experienced working with clients for weeks only to find out that they purchased with another broker… a home so different in terms of price and style?

Be attuned to their emotional needs. P.S.: You’re not achieving your results? It’s not the market… it’s you! More properties have been sold in the first six months of the year than last year.

Sales number:

Here is also the number of new multi-category brokerage contracts signed for the same periods:

New registrations:

Are you surprised? Did you have a different perception of reality?