Well, I’m just looking…
New Home Sales Professionals - how many times have you heard this one? Allow me to let you in on a secret, not very many people are actually “just looking”. While there are no hard numbers on this statistic, some exit surveys suggest that up to 80% of the people who claim to be “just looking” are actually doing a lot more than that.
Think about when you are looking for a new laptop. What do you do first? Just walk into Best Buy and start browsing? Probably not. More likely, you find your best friend Google and start typing.
Narrow it down to a brand…
Visit their website…
Google the fancy terms…
Figure out which fancy terms you need…
Find the ones with the most features you need in your price range…
etc., etc.,etc.
All before you even set foot in the store. When you do get to the store and the sales associate asks what he/she can help you with, what are you most likely to say? Right, “Well, I’m just looking right now.” You are SO not just looking!
The same goes for homebuying, the person that calls you or walks into your model is most likely armed to the teeth with researched knowledge on school districts, comparable neighborhood prices, if there are any sex offenders in the 5 mile area, etc. The amount of information that a potential buyer can find out before you even know their name is limitless.
They aren’t just looking, so do your job and sell to them.
1. Ask questions and start a neighborhood conversation. Find out what they know and validate or expand upon the information.
2. Ask questions and start a family conversation. Find out their needs and use them on the walk through.
3. Ask questions and start a competitor conversation. Find out what other communities they have visited and know your answer to why yours is superior.
Or don’t and let them keep “just looking”.
