<\/p>\n\n\n
You\u2019ve probably got different buyers at various stages of the home buying process. Some are anxious to find a home as soon as possible, while others are just beginning the exploratory phase.<\/p>\n
So, how do you know each buyer\u2019s motivation level?<\/p>\n
Here\u2019s a crazy thought. Ask them!<\/p>\n
Just be straightforward and use this line:<\/p>\n
\u201cIn order to provide the best possible service to you, I need to be in alignment with your motivation level. For example, if you\u2019re a ONE, I\u2019mYou\u2019ve probably got different buyers at various stages of the home buying process. Some are anxious to find a home as soon as possible, while others are just beginning the exploratory phase. a ONE, too, and you won\u2019t be hearing much from me. But if you\u2019re a TEN, I\u2019ll drop everything right now and let\u2019s go find your new home!\u201d<\/strong><\/em><\/p>\n This simple statement serves several purposes, including:<\/p>\n If you have buyers who say they\u2019re a ONE, that doesn\u2019t mean you ignore them. In fact, if they\u2019re a ONE, you should secretly be at least a TWO.<\/p>\n Here\u2019s what I would say is a TWO level of communication:<\/p>\n You\u2019ve got them on an auto-notification for new listings, and once every two weeks you check in with them with a simple email, something like this:<\/p>\n \u201cHi, Sam and Suzy. Just a quick check-in to make sure you\u2019re still receiving the new listing notifications (?). Please send me a quick response, so I know you\u2019re getting them, and let me know if you want to make any changes to your search criteria. Thanks!\u201d<\/strong><\/em><\/p>\n That\u2019s all you have to do. You\u2019ll be able to detect if their motivation level is increasing, based on their response.<\/p>\n The trick is to have a good Follow-Up system in place, so you\u2019re not contacting them haphazardly (or not at all).<\/p>\n When you don\u2019t have a system and you rely on your memory and you finally remember to follow-up after three months, that\u2019s when you get this response:<\/p>\n \u201cOh, we bought a house already. Thanks for all your help!\u201d<\/strong><\/em><\/p>\n Does it make you mad when that happens?<\/p>\n Well, it should. Just be sure to blame the right person\u2026 YOU.<\/p>\n Sorry to be so blunt, but it\u2019s ridiculous for a professional REALTOR\u00ae not to have a proper Follow-Up System in place.<\/p>\n\n