Start your tour outside by pointing out all the recent
improvements such as a new roof, landscaping, siding, windows, etc. Inside the home,
walk backwards ahead of buyers. You don't want to miss the expression on their faces.
- Be sure to turn on all lights to make the rooms appear bigger
- Don't walk inside the smaller rooms such as bedrooms or baths
- Don't stand in the middle of any room
- Encourage buyers to open closets and cabinets
- Instead of pointing out features, ask questions such as "What size dining room
furniture do you have?" - when in the dining room
During the tour, watch for buying signals such as:
- discussion on how furniture will be placed in a room
- complimenting various areas of the home
- asking lots of questions
- smiling
If the buyer asks "Is this included?" Simply respond by saying, "Would
you like it included?" If they say, "Yes, we need it." You say, "Sure,
I'll consider it."
Closing Questions:
- Ask them "Would you like to see any of the rooms again?"
- Do you feel this home meets your needs?
If yes, "Would you like to make an offer?"
If no, find out why the home doesn't meet their needs. No matter what they tell you,
there's only one way to respond and you have to keep asking until discover the true
objection. You see most people will throw out a smoke screen (an objection that's not
really important). You need to get to the main objection. Here's some examples:
Buyer: "We think the bedrooms are too small and wouldn't be able to accommodate
our furniture."
You: "So, if the bedrooms were bigger, you would make an offer?"
Buyer: "No, we really wanted all the appliances included."
You: "So, if the appliances were included, you would make an offer?"
Buyer: "Well, we're not really sure we can afford the taxes."
You: "Are you concerned about qualifying for the mortgage on this home?"
Buyer: "Yes"
You: "So, if you were certain you could get a mortgage on this home, you would make
an offer?"
Buyer: "Yes"
You: "Let's do this, we can include a 30 day mortgage contingency in our agreement
which will protect you in case you can't get a mortgage. If you don't qualify, you'll get
your deposit back. You can't lose. Is that acceptable to you?
That's it! The bedrooms and the appliances were smoke screens and not really true
objections. You need to keep asking until you get to the real objection and only then can
you begin to answer the objection.
