Build Trust with Buyers at the Home Open

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.

If you’d like to discover more systems and strategies that will help you easily build trust, we’ve got everything you need. Contact us today, we’re here to help.

Photo by NordWood Themes on Unsplash

For more information, or to find out how Real Estate Brilliance can help you implement systems and strategies to take your business to the next level, click the button below to discover information on our upcoming webinar.

Previous Post
The Best Listing Tool in a Downturn Market
Next Post
How To Get More People to Your Home Opens

Related Posts

How to Make Easy Conversation
FORD Theory & LACR Effect Cold calling or making small talk with people that you don’t know and have never spoken to before can be very challenging and put a…
Learn More
Learn to read minds - Professor X
Can you read minds? Learn how!
I have been studying NLP (Neuro-Linguistic Programming) which is an insight into how people think, behave, learn, and react. By knowing these insights, you can learn to get what you…
Learn More

Leave a Reply

Your email address will not be published. Required fields are marked *

Fill out this field
Fill out this field
Please enter a valid email address.