Ninja Selling Podcast Revisiting The 10-Step Buyer Process
Matt and Garrett revisit a question that keeps coming back around – what adjustments do we need to make to the Buyer Process in this fast-moving market? In short, nothing! They discuss the importance of continuing the 10-Step Buyer Process and the clarity that each step provides. Matt explains why reviewing the Buyer Process is actually more important than ever, and likens it to preparing your buyers for the battle that lies ahead. Our hosts share how the Buyer Process prevents getting blindsided later on, and how to initiate the process immediately to give buyers a sense of guidance and security from the start. Garrett points out that, much like you would hire an experienced guide on a trip to the Amazon, the 10-Step Buyer Process allows you to map out exactly how you're going to make the experience successful for your buyers.
If you've ever considered adjusting or skipping this important exercise, Matt and Garrett are here to set the record straight: Please, please, please do not change the Buyer Process, regardless of the pace of the marketplace. It's a simple conversation that allows you to collect all the information you need, clarify details like financing, build connections, and ultimately help your buyers find the right home. No need to change a darn thing.
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Episode Highlights:
- People are not searching for the whys, but the whats, because the whys take time
- Following the 10-Step Buyer Process even in today's fast-paced market
- Making connection and developing control
- Preparing buyers for battle
- Adjusting the pace of the Buyer Process by initiating immediately
- Offer review dates
- Buyer Process gives buyers security and guidance
- Garrett's analogy of hiring a guide in the Amazon
Quotes:
"What are the things we should adjust in this fast-moving market with the buyer process?"
"One of the biggest adjustments that we're having right now is the speed of how we're having to work with people."
"Sometimes we get so stuck looking for what they want instead of why they want it, and that is what the 10-step Buyer's Process is designed for."
"The reality is…the time is there."
"As it's laid out, when you look at the 10-step Buyer Process…I don't see anything on here that you would skip, because everything gives you clarity."
"Don't change anything! …This needs to be kept exactly in the format that you currently have it in."
"I think the Buyer Process is important at all times, but in this market, it becomes even more important because it's like you're preparing your buyers for battle!"
"These are the things you don't want to get blindsided with later in the process."
"If anybody wants to adjust anything, adjust how fast you can take somebody to initiate the 10-Step Buyer Process if they say they want to buy. I think you could initiate it immediately."
"Basically, you're kind of fast-forwarding Steps 1 and 2."
"If you're not doing this process, you're probably…out there looking at homes that are not the right home for your buyers."
"This is where you get to have all these great conversations with these people and set them up about what to expect as we're going out into this crazy world of buying a home right now."
"Do not change the 10-Step Buyer Process. Please, please, please!"
"Think of it like a trip to the Amazon. You're their guide. Here's how we're going to do this to be successful."
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