Prospect: "The location isn’t ideal for me."
You: "I completely understand, [Prospect’s Name]. Location is one of the most important factors in finding the right property—it’s essential to feel comfortable with where you’ll be living."
"Just to make sure I understand, could you tell me a bit more about what makes an ideal location for you? That way, I can see if there’s anything in our portfolio that better fits your needs."
"If it’s about proximity to [mention popular location criteria, e.g., schools, work, public transportation, etc.], this area might offer some benefits. However, if it’s not the right fit, I’d be happy to look for properties in areas that match your preferences more closely."
"Would you be open to exploring a few alternative options in different locations? I can narrow down the search based on your exact requirements."
Offer to gather more information about their preferred location and suggest alternative options that may align with their needs, showing flexibility and commitment to finding the right property.
Example:
"Let’s set up a time for me to go over your location preferences in more detail. I can then send over a few options that align better with what you’re looking for. Does that sound good?"
Understanding Their Ideal Location: Acknowledge that location is essential and ask open-ended questions to understand their exact needs and preferences.
Highlight Location Benefits: If relevant, mention the unique features of the current location (proximity to amenities, future developments, etc.) that could meet some of their requirements.
Flexibility in Property Search: Show willingness to explore properties in alternative locations that better align with their preferences, demonstrating that you’re adaptable to their needs.
Commitment to Finding the Right Fit: Reinforce that your goal is to help them find a property that suits their location preferences and lifestyle, even if it requires searching beyond the initial option.