Read time: 3 minutes
At Client Collective there is one question that we insist on chucking on at the end of a call. This question gives us the most significant insight into a client’s real estate plans. The question is so simple that you might laugh when you read it.
Are you ready?
Here we go:
“Do you have any plans to buy, sell or renovate in the next 12 months?”
We have found so much success with this single question, but why?
No messing around
This direct question works exceptionally well for clients missing from your pipeline. Sandwiching selling between buying and renovating provides the client with several ways to respond. You now have a new lead or way to improve the relationship, and you don’t sound like you’re licking your lips for the next sale. If they don’t say they are selling today, what can you do to assist or inform them, so they tell you and not some other agent?
If they are looking to sell:
Easy! Add them to your pipeline, and discover their time, destination and problem.
If they are looking to buy:
- Is it an investment?
- Are they going to be moving soon?
- Where are they looking to buy?
- How are you lending your skills to advance the relationship?
“Are you looking for an investment property?”
“Are you searching locally?”
“Is there something I can keep an eye out for?”
If they are looking to renovate:
- Are they preparing to sell?
- Can they benefit from any of the contractors you know?
“Brilliant! Were the renovations for yourself…or?”
“Can I give you the numbers for some of the people I’ve recommended to my other clients?
Client Collective’s philosophy is by nurturing and massaging the relationship, you’re the agent the client associates real estate with; you’re the first point of contact when the time comes to sell. Using any of these handholds gives you ample ways to create new future conversations and opportunities to become the client’s real estate agent expert.
But, are you listening?
We wouldn’t ask this question if we were only hunting for the people who gave us straightforward answers. Not everyone is going to respond with a direct tangible answer. No, we’re also on the hunt for hesitation and uncertainty – signs that the client is trying to keep their hand to their chest.
- “Not yet”
- “Uhm… no”
- “Not in the next 12 months, no.”
Listening for (AND MAKING A NOTE OF) these subtle clues in the client’s answer is vital to uncovering their hidden real estate plans.
“Does that mean you might consider sometime next calendar/financial year… or?”
Apply small amounts of pressure onto these hesitations, step back, allow the client to talk, and conceal as much of your “commission breath” as possible. As we always say, listen for that “not yet”, as it might mean “sometime soon”.