Why Question Based Selling Simply Makes Sense!

Whenever I am speaking in front of REIA groups or workshops around the country, one of the topics that the attendees always want to hear more about is our unique approach to selling investment property. It comes as no surprise to the audience when they learn about my families history for starting companies and the focus we place on customer development and retention. When going through the process of setting up our companies in the past, we never stopped to take note of the parallels in the processes we were setting up. We just simply did what we knew worked.

Fast forward to MemphisInvest.com and the decision to actually grow into a true Turn-Key real estate investment provider. Up to that point, we had operated as a traditional wholesaler using a traditional wholesale model of find the property, advertise to a buyers list, negotiate a price with a buyer and close the deal. It worked but wasn't really an efficient model for growth. There were too many variables.

We knew there was a better way and reached back into our past sales businesses to link the missing pieces and form our own unique form of selling investment real estate. We often tell people today, that we have not sold an investment property in the past 3 years - we've simply connected investors with the exact properties they asked us to find.

It's a process called question based selling and if you would like to discuss some of the specifics techniques and questions that we use to develop our buyers list, then send me an email at chris@memphisinvest.com. I would be glad to share the specifics with you.

In the meantime, what I can tell you is that using a technique such as question based selling, allows you to develop meaningful relationships with your clients before you move the relationship into a selling phase. When you focus on the long-term benefits of relationship building and not the short term bump of making a sale, you are actually building a sustainable business model where referrals and repeat sales happen naturally.

Once the relationship is built, we've found that sale tend to follow!