Do you really know how someone decides to list with you, or why they buy a home with you? Do you know the wants and needs they base their buying decision on, and what the specific "hot buttons" that trigger your prospects to sign a contract with you?
Every decision starts with a reaction to an internal emotion such as fear, desire, scarcity, or loss, or an external influence like an advertisement, word of mouth referral, or sales call. These reactions then turn into needs or wants. A client always wants to know, what is in it for them? Features are just features, but benefits are what is important to a client!
Engage with emotion, and justify with logic. Clients buy from their emotions, and they justify their purchase with logic. That is why you must still include the specific features of the product or service along with the benefit. So, remember, benefits create emotion, features create logic. Begin conversations with questions, such as, "Do you know how..." which will connect to your client's most compelling emotions. Then, after agreement, be and give the solution, which is logical.
Be creative, be concise, be professional, and always, always be honest.
We specialize in the San Fernando Valley, Conejo Valley, Simi Valley, Wood Ranch, Thousand Oaks, Westlake, Malibu, Oxnard, Camarillo and Ventura areas, and can help you buy or sell.
Please interview us today. 800 208-6608 or Find homes for sale at www.cghomes.com
Real Estate the way it should be.... Be Home...
