To know how to sell, it is necessary to know how to listen.
Do you know what is one of the secrets to sell more real estate ? Listen and talk less.
Most real estate sellers talk too much. In today’s market, sellers are impatient to flood their customers with information that is sometimes not the information that interests them most. In my coaching sessions I realize that during the argument and sample of the house, real estate agents tend to talk 80% of the time.
This approach is not only ineffective; but it creates neither trust nor credibility . Simply speaking less, many agents could close more sales. Here are 7 ways to get it.
| Secret No. 1 to Sell more Real Estate: Defer from the Competition.
When the potential client perceives that you behave and talk in a similar way to other real estate agents, it is when you start having problems . Your goal is to be different, both on the phone and in person. And this difference comes to light immediately, when instead of describing the characteristics of your property, you start asking questions that are not threatening. Questions that you have already prepared beforehand so that the client is the one who speaks and you who listen.
This approach will give you a lot of credibility and you will begin to gain the confidence that is so important to close the sale. Preparation is everything in real estate sales. Think in advance how you are going to show the property to your clients; how you should argue your sale and prepare the possible answers to the most common questions. Ah! and be aware of your body language and how you should express yourself.
| Secret # 2 to Sell more Properties: Discover what your Customer is Concerned about.
Most real estate agents spend their time trying to convince their clients that the property for which they have shown interest is actually the one that the client needs . This approach is the wrong one.
You have to understand what the client’s fears are, their concerns. The customer wants you to help him buy; Not to sell him. To know what the client wants and what worries him, you have to listen carefully to what he says and what he does not say. It is what you must do before launching to describe the property, argue and persuade.
| Secret nº.3 to Sell more Properties. Try to understand what the customer is looking for.
If you know what is the main problem that the client has to buy a property, ( school for their children, garage for 2 cars, tranquility in the area, building security, proximity to their work, payment method …); You will know how the property you are showing can solve that problem or not.
Solutions that you can give, using the “benefits” that the property has, to solve your problem. If you listen carefully and ask the right questions, the client will tell you in 90% of the cases what he is worried about and what he wants to achieve.
| Secret No. 4 to Sell More Properties: Find out if the Customer Has Enough Credit.
This factor will save you a lot of time and above all it will help you close many more sales faster. Many clients do not know that their credit capacity allows them to buy a certain property, if the payment terms are adequate.
This is called knowing how to negotiate the price. You have to have a conversation with the client about your creditworthiness, without giving the image of being indiscreet or impertinent.
This is achieved by looking for information on mortgage loans, preparing this conversation beforehand and looking for ways to ask the questions so that the client feels comfortable answering them.
This approach and preparation is responsible for many real estate agents being able to sell many properties per month, every month in University Town Islamabad . Sometimes clients do not know what their creditworthiness is or where or how to find a mortgage loan with advantageous terms and conditions.
| Secret nº.5 to Sell more Properties. Understand the “Decision Making Process” well.
Many real estate agents feel trapped , when the client tells them that before making a decision, they need to consult with someone, (their partner, a relative) . Some real estate agents are even surprised that it does. For that reason, I have always indicated that the agent must try by all means to show a house to the couple and not to one of its members.
Generally not making a decision at the time of seeing the property for the first time is a wise position. What the real estate agent should get is that the client tells him when he will make a yes or no decision.
On the other hand, if you talk a lot, you don’t have to ask indirect questions to know who makes the purchase decision. He is rarely a single person. Even the investor goes to someone before making his final decision.
| Secret nº.6 to Sell more Properties. Do you have what your client is looking for?
Make sure the potential client is looking for a property like the one you have. A very common mistake that real estate agents make is trying to convince the client to buy a property that he is not looking for or cannot afford.
Although you have given all the data of your property, the client perceives your information in a different way and often believes, or wants to believe, that your property is what you are looking for. This happens a lot with the information given by phone. The client may have the money to buy that property, but is it what he needs and wants?
If from the first telephone conversation, you don’t ask the right questions and listen to your client’s answers, you will waste a lot of time with unproductive clients. Another reason why many sellers do not sell as much and so quickly.
| Secret No. 7 to Sell more Properties: When you talk, go to the Grain and it will be Brief.
Knowing how to speak clearly and briefly is a skill that every real estate agent must possess. When it is not brief and clear, you tend to talk more about the account and not listen to what the client says and does not say. To sell a property quickly you have to create a conversation with the client where you speak 40% and the client 60%.
This creates confidence, shows professionalism on your part and will allow you to obtain valuable information that will help you sell fast.
If you are practicing to sell Islamabad properties, With these 7 ways to negotiate , you will not sell to all your customers; but you will sell more and you will do it faster because you will waste much less time with unproductive customers.
Selling real estate is not difficult. The difficult thing is to change the bad habits of argumentation and negotiation that are firmly rooted in many real estate agents. Actually, the biggest secret to selling more real estate is in the planning . A job that does not tend to be done for comfort and sometimes for too much self-confidence.
You must leave your comfort zone and prepare your argument in advance . Prepare what you should say and when to say it; Prepare the answers to the most common questions that shoppers usually ask and prepare smart questions.
The habit of preparation must be acquired , to visualize a positive result. Prepare each visit you make to the property with your clients, prepare what to say and how to say it when you receive calls from potential clients. Do it and you will sell more properties.
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