FORD stands for:
Each of these topics are customer-driven. You ask the questions and make it all about your clients. Suddenly, they are opening up to you and a relationship forms. There becomes this feeling of trust. Just be careful not to ask any ‘yes’ or ‘no’ questions. Instead, make your captive audience give real answers and strike up a conversation.
Start with family talk. It’s always a great icebreaker. You can ask specific questions about the person’s family or keep it generic. When you first meet someone, you probably won’t know much about them, so ask things like:
You get the general idea. Ask questions and then build more questions on those answers. For example, if they have kids, ask about their ages, interests, and where they go to school. Each topic can start another conversation, helping you to build that relationship.
People love to talk about what they do. If you’re meeting someone for the first time, ask general questions:
Keep the conversation going – eventually it will turn around to you. Now it’s your turn to talk about your occupation in real estate. Keep your answers positive and make yourself sound passionate about what you do. This is your time to sell without selling. You want your audience to see your drive to succeed in real estate.
Recreational questions can be about anything. This is just another way to keep the conversation going:
This is another chance to share things about yourself when the conversation turns to you. Share memorable things about you whether you have crazy hobbies like jumping out of airplanes or you run marathons. You never know when something you say will strike a chord in someone. You want that one thing that will make you stick out in their mind, making them think of you when they have real estate needs.
This is when it gets personal. Wait until you’ve broken the ice and feel comfortable with one another, then you can start asking questions about their hopes and dreams:
Use these questions to get the conversation rolling. You control the conversation by asking questions, but you’re also pulling out information. Eventually, the conversation will turn to you, giving you time to talk about yourself as well, but not until you’ve positioned yourself as a person that cares and not just someone trying to make a sale.
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