Building Trust with Buyers at Home Opens

Call Me Maybe?

In real estate, it’s really interesting to find out that most agents don’t do any follow-up calls with buyers after they’ve been through home opens. This baffles me.

Some of the reasons for this is that they have already had a bit of a chat to the person who is attending the home open and in some way, shape, or form, feel like they’ve qualified that person already, so there’s no need to call them back.

First of all, that is simply not the case. Buyers, or people coming through the home open, will never disclose their personal circumstances, situations, or motivations in a new place where they are complete strangers and are in unfamiliar territory and there are potentially other strangers around them. It’s almost unfair to even question buyers, regardless of what you would like to know in that type of environment. By doing this you will straight away lose trust and will possibly never get the opportunity to build the trust with them again.

So why is it so important to do the follow-up on every single person who comes through your home open in the privacy of their own home or at least on the phone while they’re in their own home?

The simple answer is because they are likely to be more comfortable in their own territory and in a better position to answer your questions.

Here are some handy hints to help you build trust with people who attend your home opens:

  1. Do not harass them at the door
  2. Simply invite them through the home
  3. Give them something as a gift, be that a cupcake, a macaroon, or a lolly.
  4. Before they leave, simply ask, “Do you mind if I call you this evening to get some feedback for my seller?”
  5. Call them on the same day.

Remember, people only deal with people they know, like, and trust. Take the time to get to know people and you’ll find that getting them to open up to you will become a lot easier.

Tune in to my upcoming FREE half-day Real Estate Brilliance webinar.  I’d love to talk about building trust and rapport with you.

Photo by NordWood Themes on Unsplash

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