You know that moment when you’re talking to someone and the conversation just goes stale? And then you are just awkwardly staring at one another?
Thankfully, it doesn’t have to be this way.
The secret to having great conversations is incredibly simple.
It’s not about what you say, it’s about what you ask.
In each conversation your goal should be to get the other person talking as much as possible. An easy way to do this is to ask FORD questions, as laid out by Larry Kenall in Ninja Selling:
F = Family/Friends
Ex: How’s the family? Where is your daughter going to college?
O = Occupation
Ex: How is everything at work? Are you still working on that big project?
R = Recreation
Ex: Have you been to that new restaurant? Do you still play tennis with Jim?
D = Dreams
Ex: Do you have any trips planned? Are you still thinking about that addition?
You'll be amazed at how people engage when you ask about these topics, and how much information they offer up! Listen closely and continue asking questions to guide the conversation. As Larry says, “Your next question is embedded in their last answer”.
We’d like to take it a step further and suggest that your next transaction is embedded in your last conversation - especially when you focus on Likely Sellers!
Asking FORD questions will naturally reveal information about their real estate needs, even if expressed indirectly. You can use Next Steps to help you remember those details from the previous conversation the next time you follow up.
Remember, real estate is driven by strong relationships.
Strong relationships are driven by great conversations.
And great conversations are driven by thoughtful questions.