Blog
Just Curious
We wear a lot of hats in real estate sales: advisor, friend, and counselor. In today’s market, each of these roles is seemingly magnified. On at least one occurrence a day, I want to set out a “Counselor in Session” sign on the door to my office!
When patients visit a psychologist or counselor, the patients share their stories and are often asked a simple question repeatedly… “How does that make you feel?” As we all know, the counselor is digging beyond the surface in an attempt to uncover the underlying issues.
Just as a counselor is trying to help their patient, we are trying to help our customers. I use the phrase “Just curious, how does this feel to you?” in an effort to uncover a buyer’s true observations on a given property.
I use this phrase on every property with every buyer as it is critical toward identifying their underlying motivations and fears. The phrase, “Just curious,” can take what would otherwise feel like an interrogation and transition it into a casual conversation.
Give it a shot the next time you are with a prospect. I think both you and your prospect will like the results!
Posted on 07/13 at 08:31 AM
 |
 |
 |