With the understanding of consumers’ psychology, the founder of The Talent Browciation, Giselle Ugarte, said in Inman Connect New York.
Can you participate directly in the Inman Connect New York? Don’t miss the insights and strategies shared by more than 250 experts in the industry of over 250 people over 75 or more sessions. With a virtual path, all the tools you need to get over the tasks and get a chance will be directly distributed to the screen wherever you are.
“I want you to eliminate” buyers “and” sellers “from your vocabulary. It is one of the ways to make transactions as not human -like, not humanity.” The founder Giselle Ugarte stated on the stage of an agent connecting session entitled “Over Transaction: Understand Psychology” by Inman Connect New York. Of consumers. ”
Instead, she focused on how to make the experience human.
Buying a house is an emotional journey. Adjust your approach to each client’s unique story and find a way to create a meaningful connection that improves all people’s trading experience.
Human – Framework to think about humans first
Use Human’s ears to explain how to connect with consumers to make it easier to remember.
H: Holding, hang -up, beating
Who is the important heart rate in the room? Read the air in the room, but the more important is to know the heart rate in the room. Know what they care about, what they are driving, and what they feel. The same is true for hang -ups and hesitants. Thoroughly elucidate what is happening to everyone related to transactions.
U: Understand your conditions according to the other party’s conditions
“A good expert will explain something to you and tell you what will happen, but Goat is. [greatest of all time experts] Sometimes it helps to decompose the most complex concepts and the most similar words by clients that can be understood, “said Ugarte.
Even if you are listening to things, you may not have a context or correct information to understand why it is important for you (or not). It is your job to tell what is important in a way that the client can sympathize with.
Many agents issue the latest marketing information about content every month, but there is no context. Ugarte said that nobody cares about the latest information on the monthly market unless you tell the words you can understand. Analyze the information that is really important for your territory and claim why you need to be interested.
M: Meaning of money
You may think that your job is to present your client the best price, but that’s actually the case. But now, especially in all conversations about commissions, it is necessary to really understand what money means for clients.
For example, some customers may be happy to offer a low budget offer because they need money and need to move to another city for work, or simply escape. If you do not understand the financial motivation of the customer, how can you support your customers’ goals?
A: Attached materials and related companies (and association)
What do your clients love? What are they attached? What are they excited about?
Is it a sport? Do you have a child? Are you on vacation? Find a way to connect yourself to a conversation and get the other person to know and get more faster and more like you.
This is also a great way to think about social media. Don’t always post all businesses, but also post your personal information about yourself. Peloton, do you like hiking or challenging a new restaurant? Share it so that people can have something.
Professional hints: Start self -introduction as soon as possible, both social media and face -to -face, and begin to convey your face and name. The more conversations, the more business will be possible.
N: Name “You”
We often talk in groups about people, such as buyers, sellers, and followers. Let’s eliminate such words from everyday life. Instead, consider people first. People who want to buy a house. People who want to sell a house.
Even better is to skip the third person and go directly to the second person. Talk directly to the audience using the word “you”. If you focus on recovery of “personality” in interaction, marketing, and presentations, you will be able to connect with more people.
Email the Dani Vanderborg
