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1. Reflect on the process of qualifying buyers based on their needs and motivations. Consider how understanding the needs and motivations of potential buyers can influence the success of a sales strategy.
Give an example of a need and motivation
2.Pretend you receive a phone inquiry about your listing, from your for sale sign. Your objective is to engage the potential client/buyer, aiming to gather necessary information such as the caller’s name, address, basic needs, and ultimately securing a firm appointment. Reflect on the strategies you would utilize during the call. Discuss any challenges you may encounter.
3. How would you overcome the following buyer objections? (Choose 2 to discuss)
– I wanted a house with a [pool] and this house doesn’t have a [pool].
– I didn’t want an older house.
– I don’t like the location.
– The price is too high.
– The monthly assessments are way too high.
– The interest rate is too high; I better wait.
– The mortgage payments are more than my rent.
– The financing is too complicated.
– I’m worried about [my job/the economy].
– I want to sell my present home first.
– We want to think it over.
– I’d like to discuss it with [my accountant/lawyer/son-in-law].
4. Post one current-events article dealing with some aspect of real estate practice for class discussion
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