Show Less, Sell More: How to Work Buyers More Efficiently in 2023
In today’s episode of the Live UNREAL Podcast, we’re guiding you on how you can work smarter, not harder, with buyers. Jeff will take you step-by-step through his process for working with buyers quickly. Right now, many buyers have reservations about higher interest rates and our shifting market, but with these tips, you’ll be able to close deals quickly and get more work done. Despite what you may have heard, buyers are still looking for homes in markets all across the country. No matter what’s going on in the market, life happens, and people will always need to buy and sell homes. It won’t always be easy, but if you ignore working with buyers, you’re missing out on a huge revenue stream. To succeed with buyers in this market, you need to shift your mindset before doing anything else. By listening to this podcast, you’ll learn how to adjust your strategy, close quickly, get the best deals possible for your clients, and more. We also discussed: How buyers choose who they work with The ALM model and how it gets you more business The importance of value propositions in this market Quotes “In this new market, you can’t just be fast–you have to be skilled.” “Your value proposition is more important now than it has ever been.” “67% of buyers work with the first agent they contact, so you need to be that agent.” Key Points 1. Buyers’ No. 1 concern used to be, “Who can get me a house the fastest?” Now, buyers want to know, “Who can get me the best deal?” The more the market softens, the more critical buyers are of who they work with. That means you need to demonstrate your value upfront. 2. The ALM (Appointment, Listing model is the most effective way to work with buyers today. First, set the appointment to show the house right out of the gate–it should be your first priority. Get into the location. Ask your client about other properties they are interested in and why. This is how you can get in, start digging deeper, and build rapport. Always make sure you call back and follow up. Finally, dive into motivation. Learn what’s driving your buyer; are they moving away from pain or moving towards pleasure? 3. Once you meet face-to-face with a buyer, you need to demonstrate your value. Make a note of what they're looking for and hone your value proposition. If you are not already set up to view a home, make sure you set one before the end of the appointment. Have a plan in place to follow up and continuously reach out to potential buying leads.