HOW TOFIND OUTWHAT YOURBUYERS WANTHow to bridge the gap between what

your clients want and what you can provide

?

how to find out what your how to find out what your buyers wantbuyers want

from YOUfrom YOU

FOR them FOR them

DID YOU

KNOW

3 out of 4 home buyers begin their search on the

3 out of 4

Internet

Research shows:

this neighborhood has

appreciated

12.90 %

this year alone

Research shows:

RESPONSIVENESS RESPONSIVENESS

and and

COMMUNICATIONCOMMUNICATION

Buyers Rate

higher than knowledge of local area

Research shows:

what is the best way to communicate?

E-mailHome PhoneCell Phone

Text

when are they expecting a response?

0-2 hours2-4 hours12+ hours24 hours

24+ hours

Honesty89%Integrity 78%Patience93%

When asked, what are the three things BUYERS are looking for in

a REALTOR?

YES

Honesty, Integrity, and Patience

are important

and…

You should deliver those anyway…

… you should always show honesty, integrity

and patience.

again…

NEWSFLASH

buyers want

Confidence

Assertiveness

Proactive Communication

Be Prepared

Be Knowledgeable

Be Professional

Be Confident

Be Assertive

Be Compelling

In other words…

Be Different

Our brains are hardwired to notice what is different

buyers need guidance

Ask the right questions

What do you look for…?

What do you think about…?

Why is that a deciding factor…?

What would you change about…?

buyers need guidance

Ask the right questions

How do you determine…?

What are the features you like best…?

What makes that important to you…?

Are there other factors…?

When expectations are not realistic…

Agent: So, Mr. Buyers, what type of home are you looking for?

Buyer: Well, I want a 1,600 sq/ft single family home with 3 beds, 2 baths for around $175,000 on a .25 acre lot …

Agent: Ok, great… do you have a location in mind?

Buyer: Yes, it must be in __________________ Cedar Park

Round RockEanes

Educate them on the market

the inventory

the area

the expectation

Never Argue

Never Offend

Never Tell a Lie

so many choices…

I can’t make a decision…

Things can go bad if you:

Do not listen

Prejudge the client

Do not qualify the prospect

Things can go bad if you:

Make the buyer doubt your intentions

Have a poor attitude

Lack sincerity

Things can go bad if you:

Fail to deliver what you promises

Fail to overcome objections

Fail to LEARN

Failure is an event,

not a person.

““

Zig Ziglar

ALWAYS LEARN GROW