Ninja Selling Podcast James Mitchell on The Buyer Process and The Funnel
On this episode of Ninja Selling Podcast, James Mitchell joins the crew once again, and this time around he's discussing the buyer process. As a Ninja Selling coach, he's an expert in the funnel, a crucial point in the buyer process where you set expectations and explain the process of getting a house bought. The funnel is designed to assuage the four main fears of every buyer - missing out on the home, picking the wrong house, paying too much, and losing the home - as well as to prepare them for the process, and save time.
James discusses that, as part of the funnel, due diligence is necessary in ensuring that the home doesn't have issues prior to going under contract. He goes on to highlight the fact that the buyer process is all about clarity and ensuring that you and the buyer are on the same page, and closes out the episode by arguing that people rarely buy homes when they are confused. All too often, realtors skip this important step in the buyer process and suffer from doing so. Listen in today to James and our hosts and learn how to make sure you don't share their fate.
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Episode Highlights:
- Introduction to the funnel
- Four major fears of a buyer
- The structure of the funnel
- The rolling top three
- The importance of clarity
- How realtors suffer when they don't discuss the funnel
Quotes:
"So the funnel is one of the steps of the buyer process, and what it is, is a time for us as the Ninja to work with our clients to set their expectations, explain how the process works, educate them on what's going on in the market, set our boundaries as a realtor and about how we work, as well as get everybody more time because we're going to get this done more efficiently."
"Do not discount the funnel, this crucial step within the buyer process. And the buyer process is built for a purpose to create clarity and every step in there has a purpose. So it's not like well, I can remove this and everything's fine."
"We have a lot of buyers roaming around the countryside with their real estate agents right now who are not qualified to be buyers out here right now - they don't have the right tools in their tool belt. And this is to make sure that you have some."
"People don't buy stuff - they don't buy anything - when they're confused. And so the whole buyer process is designed to bring clarity to our client and ourselves as their Ninja representative. So when people have clarity, they're going to make a decision, and they're going to do it, and they're going to feel great about it without remorse."
"I want your mindset to say there is inventory, and we're going to find you the right house. When our clients are signed up with that mindset, we're going to go far fast. We're going to give them what they want, it's going to go smooth with clarity and ease."
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