It has been said, that if you want to get great answers, you must learn to ask great questions. Please see below for a few tips on how to conduct a great consultation with your clients.
I will follow where they go.
I will not conduct an interrogation.
I will stay in curiosity.
I will use “I am curious…” in my next conversation.
I will be more conversational and use “Wow, tell me more…”
I will pay attention to how they relate and learn. Are they is auditory, kinesthetic or experiential.
I will listen more intently and repeat back what they say.
I will stay focused
I will establish rapport by asking questions like “Just wanted to make sure that I heard you?”.
I will let my client answer my questions.
I will ask what is important to them about buying/selling/investing/leasing Real Estate?
I will probe and discover what is really important to them and then explain my plan of action
I will be careful about what I investigate when there are choices.
I will know when I reach their 5, 6, 7. ( great technique taught by Joe Stumpf to discover their emotional needs, not just their transactional needs visit www.Bankableresults.com)
I will explain how my plan will help them accomplish what is very important to them.
I will only talk 25% of the time and listen the other 75%
I hope this helps,