Now, to Business
All that said, you’ve passed their initial judgment, built rapport, and have finally moved on to the part where you walk through the house for the inspection.
As you walk through, make sure you:
- Continue to listen
- Write down any and all things they have to say about the house (even if you know it doesn’t matter that they just spent $6 putting wheels on their bureaus)
- Appreciate their thoughts and feelings
What NOT to do:
- Don’to through the house and tell them how wonderful it is, or how you can appreciate the custom crown molding they put up in their bedroom.
- Don’t tell them you ARE keeping track of every crack and water mark you see. Just keep as straight a face as possible.
If you really connect with them, and they start to LIKE and TRUST you, they will THEN do business with you, regardless of who else comes to their door or has sent them letters.
Do you know how many investors are out there, that don’t give these people the time of day? I’m not saying you shouldn’t manage your time effectively (especially when you have other appointments lined up), but sometimes investing the extra 30 minutes, can go a long long way.
I hope you find this series worthwhile… and here’s to next time!