The Heart Stage
The primary objective of the Heart Stage is to help the buyer cross this threshold.
What is the Trust Threshold?
The objective of the Observation Stage is to learn the____ behind the what.
What is the why?
The objective of the Matchmaking Stage is to find this for the buyer.
What is the best fit for their needs?
The primary objective of the Engagement Stage is to do this or gain a firm commitment for the next step.
What is ask for the sale?
A buyer walks through the door and immediately says, "Just show me your cheapest three-bedroom." Before jumping into inventory, the salesperson should first focus on building this.
What is trust?
These are three behaviors that demonstrate you're fully engaged with the buyer during the Heart Stage: being fully present, leading with authenticity, and doing this.
What is visibly listening?
Instead of simply asking buyers what they want, this type of question invites them to share their experiences and motivations.
What are questions that invite stories?
According to The Way HOME, the salesperson should show the buyer this many homes.
What is one home?
When objections come up during the Engagement Stage, the salesperson should do this.
What is work to overcome objections?
A buyer says, "I want a bigger backyard." The salesperson asks, "Tell me more about what you'd like to do with the backyard." This question is an example of which stage?
What is the Observation Stage?
During the Heart Stage, salespeople are encouraged to use this type of intelligence to understand and connect with the buyer.
What is emotional intelligence?
There are two things the salesperson seeks mutual clarity around during the Observation Stage.
What are needs and solutions?
The Matchmaking Stage encourages the salesperson to use these three time perspectives when explaining the value of the home.
What are past, present, and future?
After working through an objection, the salesperson should do this again.
What is ask for the sale again?
A salesperson learns that a buyer wants a bigger backyard because they plan to host family gatherings every weekend. The salesperson has just discovered this.
What is the why behind the what?
You know it's time to move from the Heart Stage to the Observation Stage when the buyer does this.
What is communicates honestly?
Observation creates the clarity that makes Matchmaking accurate and _______.
What is Natural?
Instead of focusing primarily on features, the salesperson should prioritize these.
What are benefits?
A buyer trusts you, openly explains why they need to move, confirms that your home is the right solution, but you never actually ask them to buy or commit to a next step.
What stage was missed, and what should the salesperson have done?
What is the Engagement Stage — ask for the sale or gain a firm next-step commitment?
A salesperson has identified the buyer's needs, shows one home, connects its benefits to the buyer's past, present, and future, and addresses objections. Which stage are they primarily working in?
What is the Matchmaking Stage?
A salesperson immediately starts talking about floor plans, pricing, and incentives before establishing trust with the buyer. According to The Way HOME, what critical stage are they rushing through?
What is the Heart Stage?
The buyer says, "We really need a home with more space because we're expecting our second child, and our current home feels cramped." This statement demonstrates the buyer has reached the point needed to move forward from Observation.
What is confirming the need?
The buyer says, "Yes, this is definitely the right home for us." According to The Way HOME, this confirmation indicates it's time to move to the next stage.
What is confirming you have the right solution?
You ask for the sale. The buyer says, "We're not quite ready." You address their objection, ask again, and they agree to return Saturday with their lender to finalize their numbers. According to The Way HOME, what have you gained?
What is a firm next-step commitment?
Put these four stages in the correct order: Engagement, Heart, Matchmaking, Observation.
What is: Heart - Observation - Matchmaking - Engagement?