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1. Reflect on the process of qualifying buyers based on their needs and motivati
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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