When I am on a listing appointment with someone that I haven't met before, I try to glean as much information as possible about the sellers while they are showing me around the property. I like to hone my skills of observation each time. Here are a couple of tips that have worked well for me over the years.
What types of books are on their bookshelves (assuming they have them)? Maybe they are huge Stephen King fans or maybe they are do-it-yourself fanatics. Perhaps all of their books are sci-fi novels, or maybe they have 20 Bibles. Whatever the case, you can tell a LOT about people by what they choose to read, or at least to display.
You can probably figure out how they voted in the last election, what their strongly held beliefs are, and whether they are big readers. I actually like to look at bookcases when I am looking through a home during a listing appointment. Later, when we are discussing the market analysis, I can mention casually that "I noticed you have that book by ______ about _______". If I have read it, we have an instant connection. If I haven't, but I am interested, I will ask for a brief review from them. You can use the same technique with movies or with CD's in their collection.
What is on their fridge? Is it photos of their kids? Photos of them? Menus from favorite restaurants? Vendors that they have used? Whatever the case, you can learn about their values by looking here. Obviously, I am not advocating that you alter your priorities to suit the situation like a chameleon, but it's perfectly fine to look for things you might have in common with them.
What is on the walls? Often, you will see something that you can latch onto and talk about (interesting artwork, sports memorabilia, their wedding picture, etc.). Pay attention and you will reap the benefit. Maybe you share a love of the same sports team or artist.
If you want to score a few extra points, take note of some small repair or cosmetic item in need of work, then bring it up casually during your discussion with them. It's not to put them on the defensive, but rather to show that you know this business and you understand what it takes to get it sold. Don't ever be afraid to be upfront and honest about de-cluttering or cleaning the home. Top agents understand this - that's why they are top agents!
I personally love getting homes professionally staged. If you can find one in the sellers' budget (or in yours, depending on how you decide to handle it), I would highly encourage this. I have several recent stories that I can share regarding the success of staging and how it directly affected the sale. If the home is already in pristine condition, just get it listed and sold!
Do you have any tips that you would like to share?
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Jason,
Its funny how we learn a lot of things about our clients by observing and listening.
Great Post,
Gary - Thanks again for your comments. I am hoping to write a similar post about buyers.
Sally - Some people are certainly harder to reach than others. Sometimes I choose not to work with those types - I try to take it on a case-by-case basis. Thanks very much for your comments.
Jason - I think that the other thing that can be done is casually interview them about why they want to move, what they love about their home, what they'll miss, where they're going? As long as you keep asking questions about THEM you are in good shape. Avoid turning the appointment into an infomercial about how great you are and why they should use you. The most important things that they want to know about you are:
[1] How much do you think that I can get for my home?
[2] How fast can we get my home sold?
[3] How can we do this with the least amount of disruption to our lives?
Remember, the only thing that they generally want to know about you is what you can do for THEM!
Jason, great post. I'd like to add that you can use this with your buyers while exploring homes as well. Perhaps your buyers have something in common with the sellers (read the same books, watched the same movies, traveled to the same places and bought the same fridge magnets). As an avid reader, I'm always looking at people's bookshelves. I often bond with clients, buyers and sellers by mentioning a favorite book that we've both read.
2 years ago, I had a university professor and government spook/CIA type guy purchase a home. His main criteria was that there was room for his books. I thought he was kidding -- but then I went to his housewarming party and saw his collection spread throughout the entire home. He had more books than some local library branches, sorted by topic and he'd read them all!
I like your use of observation. Mentioning the kids pics is a good repore builder.
If I meet at someone's home or office, I look for something to comment on. Big fish pic, pet pic, kid pic. whatever.
it works
ADAM - Sounds good. I will talk to you soon. Enjoy the remainder of your visit.
BRIAN - I was actually hoping to write a "buyers" version of this post as well. I tried to combine the two in one post, but it seemed forced and awkward. Thanks for sharing your story. We actually have tons of books at our house also, but I haven't read them all. It is almost impossible for my wife and I to take the kids to the bookstore and leave empty-handed. Usually, we end up with something for everyone.
DIANE - Thanks for reading my thoughts. I'm glad you liked it. I hope you are able to use these ideas.
TOM - Good job - it sounds like you are a natural "people person".
JOHN - Thanks for commenting here. I hope you are able to use these ideas to help your business grow.
There is another mug starting to appear all to often on active rain blogs. It is a friendler one a more Mclovin one.
Good article. nice insights for sellers.
OK Jason, I'm going looking for the buyers post. :)
This is great information. Building rapport, that makes such a huge difference.