5 Questions to Improve Buyer Engagement

Have you ever worked with a home buyer and showed them several houses based on what they said they wanted to only find, the home they picked was completely different?   Or you are working with a couple and the husband once one thing and the wife something completely different?   By the time you are done with the process you could have showed them hundreds of home.  

When working with home buyers, sometimes the hardest part is getting them to communicate with you exactly what they are looking for. The thought that they can simply look online, pick up the phone and ask someone to show them a home, seems so easy.  But there you go again out looking at homes.  

Here are 5 questions to Improve Your Buyer Engagement

1.  You can each have 3 must haves in your home.. what would they be?

2.  Why are the "must have" important to you?

3.  In General what are your likes and dislikes of a home?

4.  What features do you want in your Master Bedroom, Kitchen or Bath, etc.

5.  What is most important to you in terms of location?

Below is an script to help you bring the vision of the home into your clients mind and get them excited for two things:  The home they want and the fact that you truly care and will find them that home.

Script:  Let me ask you to picture yourself 4 months down the road. After you are all moved into your new home.  You no longer are looking at properties, You have finished unpacking and are completely settled in.  The pressure is off!  

Please describe your new home to me....

It's as simple as that!  By going deep with them and discussing their wants and needs you are setting the stage to building an understanding relationship.  In addition, it builds a check list in their mind so as you are showing properties and communicating to them "this fits the feature you were looking for", you are moving them towards the yes!

Can you see where this builds excitement for the home buyer?   Which ultimately is the most important factor in getting to sign that purchase contract! 

If you are looking to improve your conversion rate with home buyers, join us on one of our in house coaching sessions.   The above strategies is just one of the many topics we review in our weekly coaching sessions, held Wednesday at 3pm in our Keller Williams Mission Viejo Office.   We always have a seat open for guest!