The SECRET to Closing More Buyers in Real Estate
Today I want talk to you about this surprising secret to closing buyers. It’s actually a lot simpler than you think. But I see a lot of agents screw this up, so I want to address it.
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Now, I’ve been talking to a lot of agents who we’re setting a lot of appointments for and they’re meeting with them. I’m really watching closely to see the outcome of those appointments met to deals closed. I want to talk about some of the best tips and tricks that I’ve learned over the years in closing buyers. Not all these are mine. Some of them are from standing on those shoulders of giants. Here’s what I’ve implemented myself and found to be very helpful.
Number One: Don’t stand in the middle of the house or room.
If it’s small house stand on the sides of the room so that the room looks a little bit bigger and they can take some time to envision what it is that they would want to have happen in the space.
Number Two: Ask Them Compelling Questions
“What would you do with this room?” Let them start dreaming about it!
Number Three: Use the same descriptive words that they used when telling you what they were looking for.
“I want an elegant master bedroom.” When you come across an elegant master bedroom, make sure you point it out. “Hey, this is an elegant master bedroom!” and use the same adjective that they use to describe what it is that they want in the first place. You’re communicating like them, and you’re also communicating that you heard them. Lastly, you’re communicating that you found what they wanted because they might not even be aware of it.
Those are some simple tricks. Let’s get into a bit more trickier stuff. When you find the house that you know that they want, right? You need to you need to do a couple things. But, before that, after every single house that you show them, you need to ask them no matter what, “what would you like to do?”
“Look at the next house we have on list? Or would you like to maybe consider writing an offer on this one? What would you like to do?” This is a soft test close. And you just you say it so much that they get used to hearing it. So when they get to the house of the like, you ask him, “what would you like to do?” They will be respond “maybe write an offer!”
When you get to the house they like, for me, I always had like the spidey sense. The hair on the back of my neck would stand up because I get excited with them. Generally speaking, all I ever had to do was find one that the wife liked and then shut up and let her sell it for me. You can generally feel if you have some emotional intelligence.
So what I like to do in that situation, is say “Hey, would you mind if I step outside for a moment to make a couple phone calls, give you guys a second to talk about the home?” Generally they are always going to say yes and appreciate it because they want to talk about the home privately.
So you step outside, you make some BS phone calls. Now they’re wrapping up, you say… “What would you like to do?” What if they say, “Well, you know, we don’t know”? Well, I’ll tell you what I’d suggest. What I’d like to do, is I’d like to call the listing agent. I’d like to ask them what kind of offers they’ve had on the house, what they think would be the low, low penny.
Now, generally, they’re not supposed to answer this but I’m going to ask anyway. “If there’s anything important to the seller that would help make you know, an offer better, for example, maybe a specific closing date, you know, things of that nature. Would you mind if I made that call real quick?” They’re gonna say no. Cool.
Now, I’m going to put them on speaker and I just want you to be quiet. I want you to hear what they have to say. Does that sound alright? Yeah, yeah, fine. So you call them up? You ask them? Hey, Mike Auto here, just got to show in your house, 123 Main Street, very curious, you know. What kind of offers have you had on the place, if any? Do you have Any offers that are anticipated? Right? Let me answer Oh, yeah, we’re getting one that’s supposed to come in tomorrow. Oh, really? Okay. What’s the low Penny? Well, you know, most agents answer me, they’ll be like, well, you know, they turned down, you know, 90 cents on the dollar. But I know they take 95 because that’s what we counter back at. Right? Because I think they’re talking shop talk with an agent, right? And it’s not our fault that their fiduciary duties is to the seller and ours is to the buyer’s agent, they’re not asking these questions.
So don’t feel bad about asking this stuff, right? And then you say, you know, is there anything in particular that the seller needs like a specific closing day? Maybe things of that nature that would help them through the process and maybe make an offer a more relevant or more appealing to them? Should we should we bring one? Yeah, you know, this and that or the other whatever it is, they’ve just told you what to write, how to write it. If there’s another offer coming in, you didn’t even have to say it.
So you look like a hero in front of your clients. Plus, if they like the house, you just built a ton of fear of loss into them if there’s another offer coming. Here is the last question to ask. “If we did get you an offer, when could you present it by?” Now you got the whole game plan. “Hey, thanks so much. I’m going to circle back with you. I’ll be in touch.” Then you go back to your buyers and you snd recommend based on what they heard that they should put in an offer. Game over, it’s that simple guys.