If there is one thing we know about real estate is that it is a game of timing and questions. Do we connect with the right people and do we ask the right questions to them? In the book “Pre-Suasion” by Dr. Robert Cialdini talks about an important part of persuading people- is “target chuting”.
Researchers have studied responses to asking people “Are you unhappy?” Our natural tendency is to hunt for confirmation that we are in fact, unhappy. Immediately the mind goes to find reasons why we would be unhappy. When you target shoot, you lead people to a certain outcome. These questions lead you to the desired feeling of the person asking the questions.
Now, how do we use that in our real estate sales business? Here are several examples;
For sellers: Is it important to get the most money for the sale of your home?
For buyers: Do you enjoy renting? Are you frustrated with your landlord situation?
Would you be upset if you lost out on this perfect home?
Target chuting is leading people to make decisions! It is incredibly important and an instrumental strategy in our industry. We can bring it into our conversations to move people to a specific outcome. What are some questions you plan on asking in aims to target shoot?