Use the Listing Appointment to Gain Perspective PERSPECTIVE TAKING
To effectively practice perspective-taking, real estate agents can ask specific questions that allow them to understand their clients' needs and desires. Rick does this by going beyond the standard listing presentation and "unpacking the needs and wants and desires of the client." This means visiting the client’s current home and asking questions such as "What do you like and what don’t you like?" and "What would you change? What would take [your current home] to a 10?" Instead of the standard powerpoint presentation, Rick says, "I want to spend my hour in your house getting to know your needs and what's going to make this a special experience for you, as well as what makes this home so special that it's going to sell for a higher price per square foot than any other home in the neighborhood." To adopt this strategy, Rick explains, "You spend that time in the home connecting and bonding and building a relationship…. And that's where you add your value." By taking the time to truly understand their clients, real estate agents can provide exceptional service and build long- lasting relationships that lead to success in the current sale and in the industry more broadly.
SMART AGENTS | 15
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