Conversation Frameworks: Use Feel, Felt, Found to Educate Clients

No two real estate transactions are exactly alike. Every client has their own unique set of wins and challenges during their home-buying or -selling journey. However, many buyers and sellers have similar hesitations and questions. That’s why agents use frameworks to address common problems and similar situations. Just like solid foundations create long-lasting houses, frameworks offer a base on which to build a strong real estate career. Though conversation frameworks have guidelines, they can be easily tweaked to fit a client’s situation. 

We’ve previously talked about the LPMAMA and FORD conversation frameworks that help you qualify clients and go deeper with them on their motivations for buying and selling. Now we want to go over a third framework called Feel, Felt, Found, which is best used to educate someone who has a misconception about real estate. It allows you to educate them in an emotionally intelligent way. 

The Feel, Felt, Found Framework

The three parts of the Feel, Felt, Found conversation framework are in the name. First, you want your client to know that you have listened to them and understand how they feel. Then you want them to know that other people have felt the same way they have. Finally, you tell them what others have found when presented with the right perspective or solution.

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Buyers and sellers will likely have different objections while you work with them. Whatever someone’s objections may be, to move past them you need to understand where they are coming from. Feel, Felt, Found can help.

Potential clients often feel like they are getting the runaround when talking with salespeople. Like no one is considering their needs. They may fear that the salesperson simply wants to get their business and land a check. By using Feel, Felt, Found, you can actively listen to your client’s concerns and address them accordingly.

Now, as you’re working with this framework, remember to be honest about what you can do for your clients and keep your integrity. But if you can meet their wants and needs and allay their fears, this type of conversation framework often makes people feel ready to move forward. At the end of the day, people want to work with someone who has their best interests in mind. Be that team player. 

Practice Makes Personalized

Having purposeful conversations with potential clients is like flexing a muscle. And the best way to strengthen that muscle is repetition. We know that sounds simple, and that’s because it is. Remember, simple and easy are not the same thing.  

Conversation frameworks will help you build connections with potential clients. But the thing is, they aren’t necessarily effective if you are reading someone questions off a list and filling in answers as you go. They need to feel natural. And the conversations you have will provide you with information on how to best do business. If you aren’t practiced enough, you may go into them feeling too self-conscious or not prepared and miss all the good stuff. If you don’t remember what to say, you’ll be too focused on what question comes next to truly listen to someone’s answer, which is where the gold is! By practicing these conversation frameworks, you can get to a point where they flow naturally, and then you can use them effectively. 

You will be glad you know this framework and the others we’ve discussed when you enter a buyer or seller consultation. But you need to be purposeful about building habits that serve your success. If you role play and practice your conversations once in a blue moon, you’re not going to be prepared to make hay when the sun shines. But if you make it a consistent habit, the results will speak for themselves. 

Let us know your other favorite conversation frameworks on our Facebook page. And don’t forget to check out our blog for other insightful articles!