All decisions of our lives will be originated by a need, a “why”. Applying this in the real estate world, it is important that the advisor be able to understand the origin of the client’s desire, so that the service is 100% efficient.
The “why” from the first days of our lives, is one of the most revealing questions and with which we can learn the most. Likewise, the decision to buy a new house has a “why” and is this question, in our clients, one of the most difficult to discover and understand.
Discovering the reason for the need may be one of the most important tools a sales consultant has. However, this reason is covered by many secondary reasons that protect the inside of the client’s psychology. Therefore, to understand the origin of the different needs, will help us to offer a more accurate solution to the needs that our clients pose.
The effort of a real estate agent should focus more on hearing, understanding, supporting. When we focus on listening, it removes the pressure of an immediate result and helps us better see the obstacles and opportunities in the situation. We become facilitators for our customers instead of just being sellers.
NATIVU LED for the article “Do you want to help someone? Shut up and listen!”
How to discover the “why”?
Before entering this topic, it is important to understand that an advisor, while not a professional psychologist, should feel interested in the client’s psychology. It must be this way, in order to find the best solution, since the consultant must know how to find the origin of the client’s desire.
It is important to develop a relationship of trust with the client and thus find the famous “why”. Making a small analogy, suppose the following two cases: A doctor who seeks to finish each appointment as soon as possible to attend as many patients. The second, a doctor who spends time to understand the case, asks the necessary questions, listen to the story and collect everything to give his diagnosis.
You might be interested in: Do you want to help someone? Shut up and listen!
At the beginning of this post, it is said that the real reasons are under a series of not so important reasons, or that even the same client does not know. As in the doctor’s example, you can idealize the sale of real estate.
In a hypothetical case, a customer who wants a house with a large windows or maybe a balcony to watch the sunset. The advisor may ask: Why is this important? To which they may respond, that in the house during his childhood he always saw the light of sunset entering through a small window and now they want to share the sunsets with his family.
In this way, for the advisor this request will cease to be a simple whim to be a reason with foundation. An advisor who discovers the complete history of his client will understand the vision of the client’s dreams. Therefore, he works for this purpose and the realization of dreams will come next.
Remember that ideas without execution are just dreams and in NATIVU we believe in investing effectively
