Page 142 - Academy Mastermind Book

APPOINTMENTS/ APPOINTMENTS/
SHOWINGS SHOWINGS

SHOWING HOMES SHOWING HOMES

GOOD, BAD AND UGLY STRATEGY THE RATING GAME 1 – 5
SHOWING HOMES TO BUILD LONG TERM What to look for:
RELATIONSHIPS. 1 Absolutely NOT

FOR BUYERS: POINTING OUT THE POSITIVES AND 2
NEGATIVES TO ENSURE THE CLIENT MAKES THE BEST It’s OK
PURCHASING DECISION.
3 I kinda like it
What to look for:
• Always talking about Resale Value – you make money when you buy,
not when you sell. 4 I really like this BUT…..
• Lifestyle around the area – Entertainment, Fun Places, Events, Dining,
Shopping, Hiking
• Lot Location – North/South Exposure 5 OMG….This is it!!!
• Busy Streets
• Power Lines
• High School – Night Lights When you are looking at multiple homes it’s hard to keep track of the feedback
• Churches your clients are giving you. This allows you to know exactly where their Mindset
• Strip Clubs is during the showings by rating each house.
• How do the neighboring homes look like on the street?
• Are there 2 story homes behind that limit privacy?
It also gives you the opportunity to ask them questions based off their answers.
No HOA’s – Pro’s & Con’s Why did you Rate this a 2? What would make it a 5? You will be able to get into
• Can paint any color – can you imagine a purple house next door to you?
• Working on cars in their driveway the Mind of your Buyer.
• Not weeding and taking care of appearances
• No additional monthly costs This is a 4……what’s holding it back to be a 5?
HOA’s – Pro’s & Con’s Sometimes they will go back and change their answers to previous homes that
• Written up for not pulling in your garage can in time. they have seen…….now you know that they are engaged!
• All painting and improvements need to be approved to maintain continuity
of the neighborhood. They will let you know when it’s a 5 and typically that’s followed up with,
Now what do we do?
Bad Area, but they love the home:
• You ask that they revisit the Buyer Advisory In your mind you scream out loud….Checkmate!!!
• Talk to neighbors We found the right one!
• Visit the home later in the evening
• Suggest they stop into the local grocery store to see who Now it’s time to put together THE OFFER
is shopping there.