Annapolis Md Homes and More: So..... Tell Me A Little About Yourself Says Me To The Caller

So..... Tell Me A Little About Yourself Says Me To The Caller

As a real estate agent who puts herself and her listings out on the web that proverbial call saying I want to see that house is sure to come my way. Not knowing the person on the other end can make things a little dicey until I ask So....tell me a little about yourself.

Tell me a little about yourselfThis little question seems to open up the conversation in a easy flow way as the person on the other end will always start telling me about themselves. They just started looking and this home caught their eye because they have 3 kids and 4 dogs and need a bigger yard, or Mom may be moving in with them and they have been looking for extra space. Or something similar. That moves me to say something about the house that they may not have picked up on. After this conversation on getting to know them I always offer to show them the home if they are not already working with an agent. If they give me any hint that they are than we end right there. The rest I leave for our first face to face meeting.

Now I know there are many who will say why would you head out when you do not know if they are qualified? Well most people pretty much have an idea of what they can or want to spend on a house and usually tell me so when I ask 'is this home a comfortable price for you'? in our conversation. The thing is they may not have been officially qualified yet but they will be before I would show them any more homes. 

I have used this way of dealing with phone calls and emails for quite awhile now and it seems to work nicely for me. Of course if the person was a snoot from the first word I would end it right then and there. Lifes too beautiful to allow that kind into it.  

So.... Tell Me A Little About Yourself Says Me To The Caller

 

 

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About the Author Martha Brown- As a third generation Annapolitan I love to write about my experiences in and out of the real estate market. Licensed since 1992 all with Long & Foster I am a Certified Residential Specialist (CRS) and a Seller Representation Specialist (SRS) whose passion is homes in the Annapolis MD area and surrounding communities. My goal is to help my clients understand the real estate market and to then make sound real estate decisions. 

 

Martha can be reached  at 410-260-2800 ofc or 

martha@homesaroundannapolis.com.

When searching for Annapolis area homes for sale

there is no better place than

www.HomesAroundAnnapolis.com

 

Have a real estate question?? 

 Ask Martha

 

 
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All Photographs and/or written material and content produced by Martha Brown. All Rights Reserved and may not be reproduced or reprinted without express written permission of

Martha Brown of Long & Foster Real Estate.

320 Sixth Street

Annapolis, MD 21403

410-260-2800 office

410-440-7839 cell/text  

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Comment balloon 37 commentsMartha Brown • July 01 2014 05:14AM

Comments

That is really nice of you. I like to meet them in my office before ever heading out to show a home...even when they insist that is the only home they want to see. 9 out of 10 times it is not and it is great to develop a repoire so you can continue working together.

Posted by Janice Hope Zaltman Realtor,LEED AP (United Realty Group) about 4 years ago

Yes me too if at all possible. Actually I just wrote a post about Buyer Packets. But now and again there is that one that just wants to see that one house and I will be there for them if at all possible too.

Posted by Martha Brown, Your Homes Around Annapolis Agent (Long & Foster Real Estate, Inc., Annapolis MD 21403) about 4 years ago

A great way to open a conversation. it helps establish trust and a relationship. As the saying goes "People don't care how much you know until they know how much you care."

Posted by Alan Gross, Loan Consultant (PrimeLending, A PlainsCapital Company, Equal Housing Lender) about 4 years ago

Thanks Alan. It seems to soften the conversation so that I can get the information that I need.

Posted by Martha Brown, Your Homes Around Annapolis Agent (Long & Foster Real Estate, Inc., Annapolis MD 21403) about 4 years ago

Thanks Alan and Martha along with the other comments. When we listen then we can ask the right question that gets them to open up. The why's will come out for their need or desire to buy a new home. And I do like the So.... Tell Me A Little About Yourself Says Me To The Caller  

Posted by Ted Glover, ABR in Moultrie, Georgia 229-854-5422 (Alderman Classic Realty, LLC) about 4 years ago

Hey Ted, I see you are new to AR so welcome!! This phrase has helped me get through to many a callers motivation for calling.  

Posted by Martha Brown, Your Homes Around Annapolis Agent (Long & Foster Real Estate, Inc., Annapolis MD 21403) about 4 years ago

Hi Martha, Your approach is perfect. The question allowing them to bring themselves into the conversation is the ultimate star approach. The nuance of the question builds trust and give the person on the other end of the line the clear underdstanding that this process is going to be about building relationships and in and of itself, the most important aspect of the business we are in. BTW, it is also the foundation of our individual future success in the industry. 

Posted by William Johnson, San Diego Real Estate Voice, GRI CRS e-Pro CDPE (RE/MAX Associates) about 4 years ago

Hi Martha, Didn't mean to be so wordy and then forgot to mention that I am suggesting this excellent post for feature. 

Posted by William Johnson, San Diego Real Estate Voice, GRI CRS e-Pro CDPE (RE/MAX Associates) about 4 years ago

Hi William- You were not wordy at all. Thank you and I appreciate the compliment. Getting people to talk about themselves always loosens up the conversation and puts the caller at ease. 

Posted by Martha Brown, Your Homes Around Annapolis Agent (Long & Foster Real Estate, Inc., Annapolis MD 21403) about 4 years ago

"Tell me a little about yourself" is a great opening line ....

But did you ever stop to ponder how you would respond if someone asked you that same question .... It is not any easy question for everyone....

Also its interesting to notice how different people will answer by mentioning their family and pets first ... others will mention their profession first ....

 

Posted by Cheryl Johnson about 4 years ago

When I say it Cheryl it is in the context of the interest they have in a home they called on. They always seem to start with telling me what has them looking for a new home. just works that way for me. 

Posted by Martha Brown, Your Homes Around Annapolis Agent (Long & Foster Real Estate, Inc., Annapolis MD 21403) about 4 years ago

We handle walk ins and callers much the same as you.  We like to get an official pre-approval pretty quick, but we don't shut them down if they don't already have one.

Posted by Tammy Lankford,, Broker GA Lake Sinclair/Eatonton/Milledgeville (Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668) about 4 years ago

An open-ended question like that, followed by complete silence while the potential client answers, is almost guaranteed to get communications off on the right foot.

Posted by Vanessa Saunders, From Manhattan to the Catskills of New York (Global Property Systems Real Estate) about 4 years ago

Glad to hear it works for you too Tammy.

Vanessa 

Posted by Martha Brown, Your Homes Around Annapolis Agent (Long & Foster Real Estate, Inc., Annapolis MD 21403) about 4 years ago

Thanks Ken. You made my day. I hope you give it a try and find it as useful as I have. 

Posted by Martha Brown, Your Homes Around Annapolis Agent (Long & Foster Real Estate, Inc., Annapolis MD 21403) about 4 years ago

Martha - That sounds like a good approach.  It sounds like you get to the right place quickly.  So glad it's working for you.  - Debbie

Posted by Women of Westchester Working Together, Women helping Women get ahead (Women of Westchester Working Together) about 4 years ago

Getting to know who you are dealing with is the best way to make the time work effectively. You have a great system in place

Posted by Ed Silva, Central CT Real Estate Broker Serving all equally (RE/MAX Professionals, CT 203-206-0754 ) about 4 years ago

Florida is the #1 state for mortgage fraud and anyone that wants it, can get a PQ letter where buyer can fill in the amount they qualify for...whatever sounds good to them.

All buyers who are not qualified think that they can get financing with no problem, and expect the payments to just fit into what they have in mind.  While the price may sound OK to them by the time you figure in taxes, HOA and insurance, most buyers are surprised at the cost.

Financing is not the same as it was in 1970's and digging deep almost always changes the story.

I cannot afford to gamble with my fingers crossed...financing questions come before I put gas in the car. 

Eve

 

Posted by Mike & Eve Alexander, Exclusively Representing ONLY Orlando Home Buyers (Buyers Broker of Florida ) about 4 years ago

I like your approach, Martha!  And, because of your success we know it is working for you!

Posted by Myrl Jeffcoat, Greater Sacramento Real Estate Agent (GreatWest Realty) about 4 years ago

It does sound like a great way to lead into a conversation. I too like to meet them in the office first unless I have someone going with me.

Posted by Teral McDowell (Referral Patners LLC) about 4 years ago

I love this approach - tell me a little about yourself - that works in almost any setting.  Folks love to talk about themselves.

Posted by Joan Whitebook, Consumer Focused Real Estate Services (BHG The Masiello Group) about 4 years ago

I'm amazed that there are actually people who don't ask questions even in this day and age.

 

Love and light,

Laura

Posted by Laura Cerrano, Certified Feng Shui Expert, Speaker & Researcher (Feng Shui Manhattan Long Island) about 4 years ago

Those open ended questions are always so good. People love to talk, and if there are things that you shouldn't know, you just know they'll tell you. Just let them talk.

If nothing causes a concern....you're good. 

Keep talkin'...

Posted by Claude Labbe, Realty for Your Busy Life (Real Living | At Home) about 4 years ago

Martha,

I like your vetting process and I will adopt some of the helpful tips you gave!

Posted by Pete Xavier, Outstanding Agent Referrals-Nationwide (Investments to Luxury) about 4 years ago

Martha, that's genius! A simple 'open-ended' question is what it takes them to open up! Liked a lot - and will start using it in my conversation.

Posted by Praful Thakkar, Andover, MA: Andover Luxury Homes For Sale (LAER Realty Partners) about 4 years ago

I like your approach.  I do make sure all of my buyers are either pre-approved or know for sure that getting approved won't be an issue.  

Posted by Amanda Christiansen, Christiansen Group Realty (Christiansen Group Realty (260)704-0843) about 4 years ago

Martha, what a great, nice, simple open-ended question that works - and gets accomplished exactly what you want it to.  My scripts tend to get over-complicated at times - thanks for the great post!

Posted by Ann Zieve, Unmatched Ownership Experience (Keller Williams Success Realty) about 4 years ago

Martha... these are great openings to conversation and the prospective buyer won't feel like they are being interrogated.

Posted by Nina Hollander, Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor (RE/MAX Executive | Charlotte, NC) about 4 years ago

That actually sounds like a good way to do it.  Instead of asking blunt question it allows people to tell you about themselves which a lot of people like to do. 

Posted by Marc McMaster, Putting my clients before myself (RE/MAX Centre Realty) about 4 years ago

Thanks Debbie. 

And thanks Ed. 

Eve- I guess if I lived in an area where mortgage fraud ran rampant I would have a different approach. For now this approach works perfectly for me. 

Myrl- thanks so much

Teral- the office is my favorite 1st place to meet for sure but now and again there is a buyer who, because of his/her/mine initial conversation the office will be the 2nd place to meet.

Joan they sure do and this just gets them going. 

Laura- yes it is amazing that so many do not. 

Claude- I am planning on it. 

Pete- great!! Let me know how it works for you.

Praful- so glad you liked and will start using. It is a simple question and asked in the right tone will get you tons of great info that starts a relationship going. Let me know how it works for you.

Amanda & Jared- That information comes about without a problem this way too. maybe not on the first time out but definitely before the 2nd time out. 

Ann- You are most welcome.!!

Nina- exactly. I am not the interrogation type so I had to find something that would get me the same info but in a more subtle way. This works for me. 

 

Posted by Martha Brown, Your Homes Around Annapolis Agent (Long & Foster Real Estate, Inc., Annapolis MD 21403) about 4 years ago

Martha -- I like your approach -- subtle yet very effective. 

Posted by Barbara Altieri, REALTOR-Fairfield County CT Homes/Condos For Sale (RealtyQuest/Kinard Realty Group, Fairfield and New Haven County CT Real Estate) about 4 years ago

It always amazes my how little thought people put into looking for a home.

Posted by Than Maynard, Broker - Licensed to List & Sell - 405-990-8862 (Coldwell Banker Heart of Oklahoma) about 4 years ago

That's a good way to start a conversation, Martha ... I'm going to try it.

Posted by Raymond Denton, Simple Man (Academy Mortgage Corporation) about 4 years ago

We have a similar style. I do the same. You can glean a lot of info by just letting them talk.

Posted by Tammie White, Broker, Franklin TN Homes for Sale (Franklin Homes Realty LLC) about 4 years ago

I've used "So, tell me about your situation" when I have a rental property that I'm getting calls on.  And that works wonders.  I like your simple approach . . . "So tell me a little about yourself."  

Posted by Carla Muss-Jacobs, RETIRED (RETIRED / State License is Inactive) about 4 years ago

Interesting persective, I sometimes don't qualify people either if I get a good feel for them.  I usually develop a rapport with them after the first showings and then it's more comfortable to have them talk to a loan officer.

Posted by Sybil Campbell, REALTOR® ABR, SFR, SRES Williamsburg, Virginia (Long and Foster REALTORS® 5234 Monticello Ave Williamsburg, Virginia) about 4 years ago

That's an excellent approach, Martha! Simple yet effective. I do like meeting people in person before committing to working with them.

Posted by Maria Morton, Kansas City Real Estate 816-560-3758 (Chartwell Kansas City Realty) about 4 years ago

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