I had several comments from members about showing
properties to buyers outside of what they described they
are looking for. I thought I’d share a couple of them.
I find your tips very helpful. I have something I do with clients when
I want to show them some things that don’t quite fit their parameters.
I say something like, “I know you told me you didn’t want to live west
of Highway 113, but there is a house out there with a lot of the
features I think you are looking for. Would you like to see it?” I
have used this technique with several clients, and they ended up buying
either that house or one in the same area. At least when you
acknowledge that it doesn’t quite fit their stated parameters, they
know you hear and respect their wishes.
I agree with your comment, but sometimes "buyers are liars". If there
is a home that I think they would truly like that is either out of the area
or style. I say "I know this is not what you have been considering, but
can you do me a favor and let me show you this house. There is
something about it I think you might really like." The clients will usually
go along and sometimes it opens a whole new inventory for them to
look at. Other times, you will be wrong, I think it is important you
understand your clients priorities, but sometimes opening up the box
Sharing Ideas That Make A Difference…
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Rick DeLuca's Marketing Tip for Week of January 10, 2011