Incentives: Part One - Real Estate

Incentives are little carrots dangled in front of another person in hopes of getting a quicker decision. They are "the bonus" on top of the normal transaction.

In the Real Estate world today, the term incentive has become the norm, which really means it no longer has much value. An incentive is supposed to be unexpected. It is supposed to carry enough "juice" to create a buzz thus encouraging a purchase to take place.

These days, just about every single home buyer asks the question, "What is your incentive?" Most times, prospective home buyers ask this question in the first 5 minutes of the conversation. That is before they know if you even offer a home that fits their needs or before they know the price.

Seems like a totally ridiculous time to ask the incentive question, but virtually everyone does it. The worst part about this is that this single question throws sales people off their game more then anything else.

That should never happen.

If you have been in Real Estate for only one day or even one hour, you should be well aware that the incentive question is coming early and often.

How to deflect the "incentive" Question in a normal situation:

• "Before we discuss incentives, help me understand what is important to you in a new home."


• "I would be happy to go over my incentives, we will get there soon. First, lets discuss how I can help you find the home you desire, does that sound okay."

How to deflect the "incentive" Question when the prospect is less friendly:

• "It sounds like incentives are very important to you and I can appreciate that, but what good is it to speak about incentives if I don't offer the right home for you? Don't you agree it would be better to come back to the incentive conversation after we discover that I offer a home that will work for you?"


• Would you be willing to make the purchase today on a home sight unseen and design unknown if I can offer what sounds like a good deal?"--the answer will most always be no to this. After you get the "no"go into discovery mode and find you what is important.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!