The Client-Led Tour LISTENING
Rick also suggests letting the buyer lead the tour through the house. The client can then go through the house imagining themselves living in the space, picturing how features would be utilized. This method allows an agent to gain more information about what makes a property truly valuable to the client: I just learned this [strategy] from a brilliant realtor up in New York. When he walks into a home, he starts at the best feature of the home, and he tells the client, “Take me for a tour of your home.” And the buyer walks him through and gives him the tour. This strategy takes the advice to “invite sharing” to another level. By asking the potential buyer to role play as if they are the agent giving the tour, they will inevitably verbalize more of their thought process and reactions to the home throughout the tour. An agent who is really listening can gain a lot of insight in this way.
SMART AGENTS | 14
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