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Atlanta Real Estate Deals, A Deal of a Deal
Categories: Atlanta Real Estate News, Buying Your Home
Sometimes the most challenging thing about working with a BUYER is understanding what they are looking to buy. I had a man call me the other day requesting information about one of our listings. During the course of the conversation, we both realized that the home he called about was not going to be a fit for what he wanted. I offered my assistance in helping him find what he was looking for and I asked him all the normal questions: location, number of bedrooms, baths, price, etc. and anything else that I should pay particular attention to such as the lot, or school districts. I thought I was being professional and helpful in trying to uncover what kind of home he wanted.
When he told me that I sounded like the last four agents he talked to I thought, have all we gone to the same ‘Scripts and Dialogue’ classes? Do I sound like any other Realtor in Atlanta? I have to say it hurt my feelings long enough to realize I needed to modify something about how I talk with people. How can I serve our clients in the best way possible? How can I differentiate myself with the competition?
Back to the conversation with the caller… I paused long enough to think of how to respond to his dig…how can I manage to deflect this situation…I thought humor usually works best for me…so I told him in a tongue and cheek way that perhaps it wasn’t just me…maybe he needed to express himself better…so I would understand what he wanted. I said I’ve asked you these questions so I can gather your criteria, yet I am not a mind reader (although that would be very helpful) …We both chuckled and I think he appreciated my candor. (We’ll see, I ‘ll have to update you in a future post to let you know if we end up selling him a home – thus far, my husband has shown him a few properties but none that have made a good fit – as of yet).
Anyway, back to my point about how to differentiate, to be the best of the best in Atlanta Real Estate. After much thought on this subject, I have decided that the answer primarily revolves on communication. That is, many layers of communication. For instance, in regard to the caller searching for a home, it was understanding not only what was being said, but what was not. It was understanding his motivations, his needs, his wants, his desires and putting it into terms which I could relate. In this case, the term the Buyer and I came up with was ‘deal of a deal ‘. What properties had stuck out to me as being a steal of a deal – that if I were going to invest myself, what I would buy.
Aha. I get it now. It’s so much easier to find something if you know what you are looking for.
This article really made me stop and think about my conversations with clients. There are always certain questions we must ask to get proper information, but perhaps in the scope of conversation they wouldn’t seem so routine? Mixing up a combination of question asking, with conversation, along with building rapport? It’s a little like dancing isn’t it? The steps may be complicated, but the results are smooth.