Industry News

Buyers, you’ll be wealthier if you quit renting

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

(This is Part 2 of a three-part series. Read Part 1, "Top questions to ask sellers at listing appointment," and Part 3, "'It was never my intention to make you angry.'") Are buyers really liars? Not usually -- the challenge is you just haven't asked them the right questions. One of the biggest obstacles in converting leads into signed business is the agent's inability to stay in question mode rather than tell mode. In other words, when agents pressure their clients to agree with them, they have fallen into the trap of having to be right. If you find yourself arguing with a client or trying to persuade him or her to agree with your position, stop immediately. To avoid this mess entirely, ask a question. Here are some examples: 1. What was your favorite house when you were a child and what did you love most about it? Most agents ask buyers about bedroom-bath count, location and architectural style. If you really want to know what will motivate your buyer t...