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How well are you building buyer "WOW"?
Oct
12

How well are you building buyer “WOW”?

Posted October 12, 2017 by in Building Relationships, Profile, Strategies, Team

WOW your Buyers to increase your opportunities.

With today’s consumers becoming more discerning than ever before it’s important to look at your Buyer WOW strategy.

Being able to create a system and plan around showing your Buyers that you are head and shoulders ahead of your competition, you care about their property goals and that you are the agent to help them achieve their goals will help to place you as a high performer in your marketplace.

Why?

Because your buyers are the biggest pool of clients you are dealing with – therefore they have the vast majority of influence in your potential marketplace.

And when they are blown away by the excellent level of service, communication, strategy and attention they receive from you – they will become your raving fans in your marketplace (and you know how invaluable raving fans are to a real estate professional!)

To create your Buyer WOW strategy, first, ask yourself this question…  

How well am I building Buyer WOW?

And be honest with yourself.

Are you letting quantity get in the way of quality?

Are you settling for an average response, not a fantastic response?

Are you positioning yourself and your team as just like every other agent and team or someone who goes above and beyond for their buyers?

If you’re thinking there is more you can be doing to WOW your Buyers you’re on the right track because most agents in most marketplaces can always be doing more to WOW Buyers!  

Next, understand the goal of the strategy.

The ultimate goal for your strategy is to make sure “WOW” is the normal response from a Buyer at each interaction with you and your team.

So whether it’s a phone call, email response, attending an open home, quality of follow up – whatever touch point you have with your buyers – they are walking away thinking “WOW”.

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Thirdly you want to review your Q2.

Q2 is: Quantity and Quality and it’s about connected conversations in order to uncover more about your Buyer’s needs and motivations.

If you’ve been to any of my live training events you would have heard me say:

2 in 10 buyers are sellers.

They’re in changeover mode and they have a unique set of needs because of their circumstances.

Now most agents will treat all buyers the same (but you’re not most agents) so you’re not going to let the volume of buyers you are following up or communicating with see your standard of service slip.

Outstanding agents will go the extra mile with the Q2 strategy and will ask an extra 2 questions as part of their Q2 follow up.

Let’s say you’re calling a Buyer following up on a recent open home. You may ask them:

“Is this property what you’re looking for?”

When they answer No, you might ask:

Is there anything else I can help you with?”

When they answer No for a second time – instead of ending the call, and moving onto the next call – go the extra mile and uncover more opportunities with these questions:

  • May I ask what about the property interested you enough to come along to the open home?
  • What are your specific property goals right now?

Keep in mind, this needs to be conversational, not interrogational and when implemented correctly will be able to give you the information you need to help your clients in a more powerful way.

Lastly, put it into practice…

Buyer WOW is about adding value, committing to a level of service excellence and actually outlining a system to ensure all your Buyers walk away incredibly satisfied by each interaction with you.

Start now by outlining 3 key actions you can implement right now to take your Buyer Management and Buyer WOW to a whole new level.

Check in on this strategy monthly to make sure you’re on track and consistently creating more positive and powerful ways to connect with your Buyers and lead them closer towards their property goals.

If you’re looking for more strategy and more learning, discover a variety of training workshops available for you now, click here.

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