F.O.R.D-Have you done it lately with your past clients and prospects.
I just texted one of my fellow real estate agents/friend who is in the same office with me saying "Talking with one of my old prospects made me realize that I need to do the F.O.R.D more often. Her response "FORD?". Now I am not talking about the FORD car or truck. But F.O.R.D came from Henry Ford. See Henry Ford noticed in the early days of building his company FORD that his salesman were not good at talking with families.
Here is what F.O.R.D means and what came out of it while talking to my client yesterday.
F-Family. Ask people how are their family doing? What has the family been up to lately? I asked about the father of my client who believe it or not was referred to me by a loan officer here on Active Rain (Though she is a very NON ACTIVE RAIN MEMBER). In fact I don't think she knows if this website exists). Though he is an very old man who was smiling but didn't speak much. Later I found out that he was sick.
He is in a nursing home. Well today their father is in a nursing home. However things are very tough. In fact the guy said he felt bad because he hasn't seen his father in two weeks. He told me that he feels they are not giving him the treatment that he deserves and he can barely eat the food that they are giving him. So they are considering sending him back to their native country. At least there he will get the treatment,care and love that they feel he sorely needs right now. Plus he will be with other family members and friends as well who will be able to keep him company. So I am praying for them that everything works out.
O-Occupation. How is work? Well my prospect has a better paying job now making more money and working more hours. That's good. Plus his new girlfriend will be buying the house with him so that's more income. That's even great. And two brothers are looking to help him pay the mortgage. So in the area where he wants to buy a house,he should be able to find something.
R-Recreation. What are his hobbies? What does he like to do for fun? I didn't really get into his hobbies or what he likes to do for fun. But I know once he buys his house,he wants to take those classes that you can take at Lowes or Home Depot every saturday on how to build or repair certain things in your house. And he brought a car last year and has been paying his car note on time for the past two years. So that brought his credit score from a 545 two years ago to a 635 score now. But what I do know is that he is definitely looking forward to finally buy a house now. He is tired of renting and making his landlord rich. He hates the fact that his rent goes up every year and he doesn't own a house that he can call his house.
D-Dreams. What are his goals? What are his plans? Well he finally once to become a homeowner. He has been thinking about if for a while now. His lease will be up in August of this year and he definitely does not have plans to renew it since he is tired of paying rent which he feels is throwing money away.
He also talked to me about his car problems and with his car insurance. He uses a Popular company (You know the one that Flow works for-Lol) and I told him that he should shop around for a better rate which was what I did. And he has a bill that he paid off in October 2013 for around $1500 for T-Mobile but it still showing up on his Credit Report as not paid. So he is dealing with that which is frustrating him. So once he gets that settle,his score should go up. And also we are going to go house hunting again. So I was glad to finally get a hold of him. We talked for a little over a hour. But when comes to catching up with old clients. I always remember that people don't care what you know until they know that you care.
F.O.R.D-Have you done it lately with your past clients and prospects?
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