Discovering What Buyers Want

This course focuses on the essential techniques and skills real estate licensees need to uncover and understand buyer preferences during a consultation. Participants will learn to confirm that the buyer is not represented by another broker, the significance of open-ended questions, and the distinction between different listening strategies. The course will cover the use of paraphrasing to ensure accurate understanding and guide licensees in developing questions that reveal the buyer's priorities in terms of service, timing, property preferences, and negotiation. Additionally, licensees will explore how to manage evolving buyer perceptions as they view properties, ensuring a responsive and client-centered approach.