Why do your prospects want what they want?
If you’re reading this, chances are you genuinely want to help people get what they want. And you understand that the more people you help, the more success you’ll have.
But most agents don’t understand that the easiest way to succeed is to understand WHY your prospects want what they want.
For example, when someone expresses interest in moving, you probably launch into a string of questions: What’s your price range? What areas are you interested in? What’s your time frame? These are all good questions to ask, eventually.
But here’s a much better question to ask first:
What’s your biggest reason for moving?
When you understand their motives, you can focus the conversation on helping them achieve their wants and needs by making helpful suggestions and adding value to the discussion.
Isn’t that far better than machine-gunning questions at them and sounding like a salesy slickster (even if that’s the opposite of your intention)?
Perception is far more powerful than your best intentions
Perception is far more powerful than your best intentions, after all.
In the next column, I’ll go into detail about some other powerful prospecting questions.
After Ted Greenhough’s first year as a Realtor, he earned between $590,000-$865,000 every year for 12 consecutive years, all as an individual agent, without ever once making a cold call, reciting a canned script or doing any other “salesy” stuff. Now he runs Agent Skills, an online learning program for agents across North America.
