The following post originally appeared in The Florida Weekly
By Dennis J. Giannetti, MS
Chief Training Officer—Lang Realty
Question: How do I help a buyer find properties more efficiently?
A lot of agents will spend a significant amount of time showing buyers’ property, often with no tangible results or contract at the end of the process. This often happens for one of a few reasons. For example:
Accepting generic search criteria based on features only. For example: “I want a 3 bedroom, 2 bath, 2 car garage with a fence for $275,000.
Not asking questions to help the buyers clarify their emotional connection to their logical requests. For example: “You mentioned a fence in the back yard, is that for privacy or do you have pets, or...”
Not knowing WHY a buyer is choosing to move or the time frame they MUST make this move.
Not following a proven showing process
To simplify and make the buyer process more efficient, we will use the A.C.E.S process:
A Assess what the client is looking for through the use of questions.
C Categorize the conversation from features to benefits.
E Evaluate the categories to the product
S Select the product (s) that meet the evaluation criteria/standards