Monday, August 29, 2005
Day 57
Today illustrated just how much of your time a buyer can eat into. I had a gentleman come into the office whilst I was on duty, and while I believe that he will buy a property from me at some point in the next month or two, the exercise demonstrated why it is a good idea to focus on finding sellers instead. You can waste a day on a buyer and still not land a single sale from them - ever. (I don't think that will be case in this instance, but I am not 100% convinced).
Tip of the Day:
Qualify the living daylights out of your buyer before you even think of putting them in your car and driving them to see a property. Make sure you have a good idea of what they want and a great idea of what they don't want before taking them out of the office. The last thing you want to do is waste an hour of your day only to find out that they didn't want X or Y - when you can determine how imporant X and Y are to them back in the office.
They may not be sold on any given property you do show them, but provided you are listening to them, and coming close to meeting their needs, they will persevere with you to find their property, rather than going down the road and visiting another agent.
Tip of the Day:
Qualify the living daylights out of your buyer before you even think of putting them in your car and driving them to see a property. Make sure you have a good idea of what they want and a great idea of what they don't want before taking them out of the office. The last thing you want to do is waste an hour of your day only to find out that they didn't want X or Y - when you can determine how imporant X and Y are to them back in the office.
They may not be sold on any given property you do show them, but provided you are listening to them, and coming close to meeting their needs, they will persevere with you to find their property, rather than going down the road and visiting another agent.
# posted by Nils : 7:23 pm
