Putting Your For-Sale Signs to WorkA:“Gary, the reason why I would like to ask you some
questions first is because you probably won’t end up
buying this property?”
B:“Why is that?”
A:“Well, studies show that 95 percent of buyers don’t
buy the home they call in on. The reason I’m telling
you this is because I really want to be sure that this is
a home that is right for you before you drive all the
way to the property and find out that it’s not. Does
that make sense?”
B:“Well, I guess.”
[You then ask the buyer some basic questions about
what they’re looking for and let them know if this
home has it.]
A:“How many bedrooms are you looking for, Gary?”
B:“Three.”
A:“This one only has two.... If everything else in this
home was right for you, would you consider buying
a home with two bedrooms?”
B:“No, I need three bedrooms.”
A:“So, aren’t you glad I didn’t give you the address?”
B:“Yeah.”
A:“I would like to help you find you the perfect home in
an ideal neighborhood. Let’s meet tomorrow and talk
about finding you that home. Does that sound
good?”
B:“Yeah, that sounds like a good idea.”
A:“I have 4 P.M. open tomorrow, or would 6 P.M. work
better for you?”