Stephanie Oehler has 21+ years of experience in Multi-family sales, sales management, leasing, property management, training, and marketing on both sides of the desk. She now runs the Partner Programs for Leonardo247.
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Stephanie...glad to have your confirmation of what I have taught for years. These are the two things I teach; 1. Is it okay if I ask you a few questions so I can be most helpful? 2. What is the most important thing to you about your new home?
Getting permission to ask questions removes the 'interrogation' factor. When you learn what is most important thing to the client, and you can fulfill it, they have told you what to sell. However, we need to be prepared if they say 'a fireplace' and we don't have fireplaces! We then need to be ready to overcome the objection of no fireplaces, with a positive response. For example, " I know a fireplace sounds great. May I point out to you that a fireplace (if wood burning) means bringing in wood and carrying out dusty ashes? And that you lose a furniture wall? and that it is typically only used a few months of the year?? And that if you forget to close the flue, you lose heating and air conditioning, right up that chimney. Being a really great lasing consultant is like having a degree in psychology, don't you think?
