Ninja Selling Podcast Setting Buyers Up for Success
Today's episode of The Ninja Selling Podcast features Matt and Garrett explaining that it's essential for agents to take the time to set up buyers for success before you start the search. Whether in today's seller's market, or in any other market, agents who lean into and take the time to walk their buyers through The 10 Step Buyers Process experience success.
This process makes up the focus of today's podcast, as Matt and Garret firmly believe that investing an hour at the beginning of the agent/buyer relationship helps both parties gain clarity on their search, and helps agents set and manage buyers' expectations. This process also creates an opportunity to explain the context of the current market and address any issues before they become a problem. Listen now to find out how this process will help you, and learn how Matt and Garrett define "success".
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Episode Highlights:
- Why processes, like The 10 Step Buyers Process, are essential.
- What happens when you don't take the time to prepare your buyers for success.
- Offering a "Taco Close" or a "Ferrari Close"
- Can re-establishing what buyers consider a "no-go" help?
Quotes:
"If you can have the conversation up front, open up some more doors, this is where buyer's agents are being successful, that are doing this process up front, because they're not waiting for it to become a problem."
"What if we reframe that a little bit… instead of looking at it as these buyers are giving things up, they're just not gaining as much as they would like with this home purchase."
"A $250 taco party got it. Got the deal."
"Agents and buyers need to be creative; we need to figure out how to stand out here right now. But we need to educate these buyers more."
"So just know: The 10 Step Buyers Process can also weed out people that can't perform, and it will bring clarity and help to people that can perform, to step up and to be able to do what it takes."
"Set the expectation that you're going to show properties to them, you're going to present them with potential solutions that might have something that's a no-go because you want to make sure that it's still a no-go, or if we're going to be flexible because of the inventory challenges that they are facing."
"If the market is moving so fast that you don't have time to spend an hour on the buyer process, think about the damage you're doing by spending time showing a property to a buyer that doesn't fit what they can actually close on. Because that is a massive waste of time."
Links:
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