Wednesday, August 30, 2006

The Rae of Hope Bypasses American Idol

There are two rules to remember in conversations with buyers:

The person who calls or has the other persons phone number has more control.
So, if you are answering the phone, ask for a name and phone number before going to questions.

The person who asks the questions is in control.
Of course, the buyer will start out asking questions about the house, which would put them in control. Dont answer ANY questions until you ask the CONTROL question.

Once this question is asked, they understand that you know that they need you more than you need them. It establishes the relationship from the start.

You can then answer any minor question they might want to ask.