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Acronyms help us remember concepts. Keller Williams has so many! Today, we’ll discuss the meaning behind AEIOU.
I learned the AEIOU acronym from Buyer Mastery, a course offered by Keller Williams University. Basically, it refers to the way to win over a client during the consultation.
"A" stands for asking questions. When you meet with a prospective client, the first thing you want to do is ask questions. Don’t assume you know what’s keeping a client from taking the next step. Understand their reasoning and any possible circumstances. Investigate!
"E" stands for empathy. Our clients want to work with someone trustworthy. If you empathize, you’ll create a safe and open space for clients to express their concerns and anxieties.
"I" stands for identifying the real issue. Restate what you believe the client said. I refer to it as active listening. If you repeat what someone said to you, they will know you listened and can elaborate further. They might clarify or correct you if you misunderstood, too. Make sure you hear the client correctly!
"O" stands for offering a solution. It can be overwhelming working with buyers. Think of ways to resolve conflicts and problem solve critically. It can be really simple and let the buyer know that.
"U" stands for urge and agreement. We use tie-downs to accomplish this final step. They know you’ve asked questions and found a solution. Urge them to agree with your tie-down statements.Don’t forget AEIOU! If you have any questions about this topic or anything else real estate related, be sure to give me a call or send me an email! I’d be happy to talk with you.