Wednesday, February 13, 2013

Jeffrey Answers a Question about What to Ask First Time Home Buyers | Real World Sales Wisdom

I sell homes. Tell me the #1 question I should ask if I was selling a home to a first-time home buyer.


Well, let me first tell you what I would NOT ask. Do you qualify for a mortgage? What's your budget? What kind of price range are you thinking about? Those are questions that self-serve YOU. They don't want a mortgage. People hate mortgages. In fact, if you have a mortgage, you hate yours. Why would I start the conversation off in a negative way? Why wouldn't I ask that person, "Tell me about the ideal home that you're thinking about. Tell me what you have to have in it. In fact, I have a checklist of 25 things that people really want in their homes. Because you may want, for example, a washer and dryer on the first floor but if you have kids you might want it on the second floor. So let's talk about what you want in a home and then I will find the perfect home for you, whether it's from me or somebody else. Fair enough?"

That's what you want to talk about. You want to talk to the person about them. You want to ask them about them. What are they looking for in the perfect home? Not, do you qualify for a mortgage? The more you become helpful, the more you become friendly, the more you become engaging with that customer, the more they're willing to spend their $200,000 with you.

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