New agents: Make floor time work
CHICAGO – Oct. 20, 2011 – Agents on floor duty when prospective buyers enter the office should make them feel welcome, offer refreshments and invite them to sit down for a casual conversation.
Ask house-hunters what type of property interests them and then listen, asking questions when necessary. Agents should build rapport and trust, rather than interrogate visitors.
The first conversation is a chance for an agent to learn what kind of home is desired, any neighborhood preferences, the preferred price range and timeframe, and any must-haves.
Agents should avoid buyer questionnaires because they tend not to work – buyers generally don’t know yet what they want beyond a few must-haves. Questionnaires could also create unrealistic expectations or lead an agent to overlook a home that the buyer might have liked.
Source: Realty Times (10/20/11) Allan, Jennifer
No comments:
Post a Comment