Finding Needs That Drive Buyer and Seller Decisions

“Happiness is not a matter of events, it depends upon the tides of the mind.”
~ Alice Meynell

Getting prospects to open up and tell you what they need is easy, right? Just ask them and they’ll tell you exactly what they want, when they want it and how much they’re willing to pay.

Hardly. For any number of reasons, prospects and customers seldom let you know what’s on their mind. Sometimes their defenses are up and they’re afraid to share information with you. They may think that you’ll try to manipulate them if you know too much. Or, maybe they’re just not thinking about what they need because they have too many other priorities to worry about at the moment.

Whatever their reasons, you’ve got your own agenda. You need to find out – fast – whether prospects are worth your time. And if they are, you need to uncover the pain points that keep them up at night – and then help them see your services as the remedy for that pain.

Pretty straight forward and to the point. Ask – Listen – Decide. Then either make the decision to close for the business or move on.

Simple. Try it…

Thanks for allowing me to rant…

“Wherever we look upon this earth, the opportunities take shape within the problems.”
~ Nelson A. Rockefeller

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About Lance Berwald, Coldwell Banker Burnet

I am a real estate aspirant and scholar. Always seeking to learn more about an every changing world and industry. Come and seek the truth about life, real estate and what motivates us each and every day!
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