Become a “Solutionist”: Win Over Buyers by Solving Their “Problems”

By Dave Porter

The site agent needs to be what I term a “Solutionist.” In other words, during the “discovery process” the agent finds potential “issues,” “concerns,” and “problems” of the buyer and demonstrates how a particular home can solve them. Another way to look at this is to consider the PG:C ratio. (Pain/Gain to Change ratio). Ultimately buyers need to realize enough pain and/or gain to affect a change in their housing. open the attachment to read the entire article.