I was talking to someone yesterday about the 5-Star Prospect dialogue, and I realized the one thing that most people do not do is ASK the most important question.
"Would you like me to help you?"
Would you like me to help you find your house in San Antonio?
Would you like me to help you get a zero down home loan?
Most people are afraid of asking a DIRECT question.
Don't be aftraid. What's the worst thing that could happen?
Even the worst thing that could happen would be a blessing for you...because you'd KNOW that they DON"T want you to help them.
The key is to not ask that question until you know the answers to the other four things we're looking for.
Willing to engage? Check.
Friendly and cooperative? Check.
Know what they want? Check.
Moving in the next 6-12 months? Check.
WOULD THEY LIKE ME TO HELP THEM? Don't forget to ask!
If you ask...and they say YES, the law of Commitment and Consistency is going to make it VERY difficult for them to NOT work with you.
They "gave you their word"...and it's difficult to go against that.
If they say NO...they're going to give you a reason you wouldn't otherwise know like "My mother has her real estate license and she's going to write the contract for us when we find our house"...and you're ahead of the game.
While I'm on this topic...I think if you've got an "are you working with an agent" check box on your website, and you're using that as a "qualifier" in your mind...you're kidding yourself.
The "Are you working with an agent?" checkbox is the equivilent of the fruitless "Can I help you?" - "No thanks I'm just looking" retail dance.
The natural reaction is going to be "if I check this box...they won't call me and I can just get this information without talking to anyone."
Here's the simple test -- Have you ever gone in to a store with the intention of buying something, and answered the stupidest question in retail with the universally acceptable answer "No thanks...I'm just looking" -- and then actually bought what you were looking for in the same visit?
Of course you have.
Do you think some of the people who check that box, might be checking it reflexively?
I talked with someone yesterday who is using just such a box...and almost HALF the people who ask for MarketWatch check that box....so they don't call them.
What if Best Buy kicked people out of the store if they said "No thanks I'm just looking"?
Just a thought.