Tuesday, September 29, 2009

Coaching Tip & Strategies #12


So what is the benefit for a potential buyer to take the time and schedule an appointment to meet with you?

"Would you see value in viewing pictures of the inside of all the homes that fit your search criteria, rather than to drive around and call agents and schedule individual appointments to see the inside of each home?"

"Would you see value in reviewing a current snapshot of the market so that you are able to understand the current value of homes that you are researching?"

What are some of the other value propositions/benefits that you can offer a potential buyer?

We call it the "FAB" approach; Features, Advantages and Benefits. Yes it takes time but YOU take a few minutes and place all of your features in the far left had columns of a 3 column page. At the top left it starts with Features, then the Benefits and lastly the Advantages. Write out all the whys and what if's that you can. You'll be amazed at your results.

Features and benefits are important to communicate during the incoming call, but how do you handle the overall communication process?

Your next tip will focus on how you convert the incoming call with more than just features and benefits.

I hope you find this information useful. Thanks for stopping by.

Constantine Isslamow


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