They can ask a variety of questions to determine if the home we are showing them is right for them and to evaluate how convenient the location might be for their daily activities. Therefore, we should have ready answers to the most common questions, as well as those we anticipate.
From where to eat to where to find a good and inexpensive mechanic are the kinds of questions we should be prepared for. How to get utility service, transfer mail delivery, order lawn service, find day care, enroll their kids in youth sports programs, store their boat or RV, get a home inspection, or so many other issues that may be on their minds are ones we need to be prepared to answer. And our answer shouldn't be "I'll find out" but rather the exact answer to their question.
On occasion we may not know, and we shouldn't try to answer something we clearly don't know. The best policy then is to be prepared with all of the answers that we think they might need.
That's how to be an effective resource - and an even better salesperson.
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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.
© Steve Hoffacker, 2009. All Rights Reserved.
© Steve Hoffacker, 2009. All Rights Reserved.
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