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Strategic Trigger Questions

4. Dig deeper at PJs blog Whats Your Point?

Supercharge Communication by continually perfecting and investing in EVERYTHING that you need to be effective at and are already good at

nbsp;Supercharge Communication : 1. Listen Loudly
nbsp;Supercharge Communication: 2. Interview Inventivelynbsp;nbsp;

Sunday, August 09, 2020

My attention was drawn to three cleverly-insightful questions a designer used to qualify a prospective client and deliver a stunning, on-point life>

The Heart and Sole interview with celebrity red-sole-shoe designer Christian Louboutin shared a behind-the-scenes perspective on the renovation of his Paris rooftop apartment with its Eiffel Tower views. Louboutin gave credit for the amazing space to much-in-demand Jacques Grange who Louboutin described as at the pinnacle of French decorating.

That decorating skill appears to be matched by Granges communication prowess.

Jacques [Grange] said, Im going to ask you three questions, the shoemaker to the stars told [the ED writer]. If you answer them truthfully, Ill do your apartment.

First, Louboutin continues, Grange asks me: Are you messy? Second: Do you like to host? And third: Do you want an extra bedroom?

The article goes on to reveal how Louboutins short answers influenced the clever interior design. Based on Louboutins responses, the loft apartment was deliberately designed to make overnight guests uncomfortable enough not to stay for long.

That designed-in reaction may or may not make sense to you. Whats important is that this is exactly what Louboutin wantedhe just didnt realize it himself.

Do the qualifying and interview questionswhat I call strategic trigger questionsyou ask prospective buyers provide the degree of insight necessary for you to hit the life>

This knowledge gap is common with first-time and first-time-in-a-long-time buyers who may have little recent real estate buying experience to call on and little knowledge of interior design.

You are not a do you want fries with that order taker, peppering prospects with just-the-facts, closed questions. Your intent is not to me>

Time is money for you and your prospects, so showing the right enticing properties will generate offers more effectively than showing every listing thats in their price range.

Which questions do you ask prospective buyers to reveal the type of decision-maker youll be working with?

For example:

Are you good at compromising or do you definitely know what you want?nbsp;
A conversation starter like this will help you evaluate how clearly prospects know what they want and how well they know their own buying habits.

How do you feel most comfortable when making a significant decision?
The resulting discussion will reveal which information or decision-making techniques buyers may >

What do you feel you need to understand about prospects before you show them a house or even online listings?

Your key function is helping prospective buyers transform their thinking about a property that is someone elses house into an emotional connection with their future home, even if the decor does not match their taste. The challenge lies in nurturing this bond without pressure or trickery and without buyers spending time lounging around the house or trying it out in a sleepover.

How do you assist prospects in moving >

What questions do you ask to help prospects move through this visualization when they spent only a short time walking or video-traveling through a house or condominium unit. How do you help them put the process in perspective?
Real estate professionals must help already-stressed buyers quickly generate enough genuine emotional attachment to welcome creation of an offer to purchase and signing on the dotted line. Which questions help transform the desire to buy a house into the commitment to buy a home, kindling love in the process?
During the offer process, which questions do you use to help buyers strengthen their perspective during the shift from thinking about a strangers house to this is my next home? How do your questions help reduce stress-levels during offer preparation and signing?
You cant take buyer descriptors like I like character for granted. Make no assumptions. What do you ask about to clarify their preferences and how they want to feel about their new living spaces?
Are you more sure about what you dont like or want than what you do?

You know which features and levels of update most properties in a buyers price range and location will exhibit. How do you use strategic trigger questions to assess their potential reactions and prepare them for what lies ahead?

If you dont understand the value of answers to the questions above, youre wasting your time and probably that of prospects, too.

Depending on the market and price range you work in and how affordable that real estate is for the prospects you target, youll have honed a set of key strategic trigger questions that enables you to cut to the heart of the project on hand and help buyers feel comfortable and confident with their >

Real estate professionals have earned a reputation for selling real estate. The problem is that some prospects are nervous that professionals are so good at what they do that theyll sell a buyer a property the buyer wont like, cant afford, or that will cause them nothing but disappointmentjust to earn commission.

How can you dispel this lingering stereotype and build credibility?

The empathy and integrity you display as you ask conversation-triggering, open-ended questions and actively listen to buyers answers will build credibility and earn loyalty.

Demonstrate that the importance of their life> Explain why this is an important perspective for identifying the best property match for them.
Your questioning should revolve around the real estate benefits, not features, that prospects will value in the selected neighborhoods and the range of properties found there.

Louboutins designer wanted to understand how the celebrity shoemaker intended to live in the space with his possessions, including 50 pairs of shoes. His answers I can host. I dont want a guest room.to the designers initial questions, led the designer to create an open loft space for entertaining, a master bedroom that could hide mess, and a second bedroom without a door and no ensuite.

Louboutin reportedly warned a potential guest that she could visit but that she might be uncomfortable. When she asked why, he answered Well, thats the idea.


1. Whats Your Point? Cut The Crap, Hit The Mark amp; Stick By PJ Wade - publication 2021
2. The whole ED story:nbsp; Heart and Sole Elle Decor May 2020, page 102-5
3. More at PJs Decisions amp; Communities: Earning Client Trust: The 3 Rs of Respect

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