On top of generating leads and listings, agents need to be client-savvy in order to close deals.
Listen To and Look At Your Clients
Once you’ve transitioned your potential client into becoming your buying client, translate what your client is telling you into “closing” answers and behaviors.
Likewise, translate your buying client’s visual cues and statements into “closing” comments and actions. No distractions (phone) allowed.
READ: 2022 Top Agent Success Secrets [Revealed]: New FREE Real Estate Coaching Web Event, Revealing 17 Surprising Secrets Of The Top 100 $ Millionaire Agents. Get Your FREE Spot For The 2022 Real Estate Coaching Webinar Now. After You Have Attended This Event You Will Have A Huge Feeling Of Relief Knowing You Will FINALLY Laugh At Your Money Worries – You Will Have Your Own Personalized 2022 Step-By-Step Business Plan. Learn Now How To Generate 100’s of Motivated Leads for FREE, Without Coming Off As A Pushy Salesperson and Losing Your Soul. You Will Soon Know How To Become One of the 1000s of Agents Making HUGE Money Who Never Thought They Could. YES, I Want To Attend The FREE Webinar! <——Click To Register
P.S. Free Webinar, Limited Space. Less Than 300 Spots Still Available.
Reinforce Buyer’s Positive Comments
By reinforcing your buying clients’ positive comments about a specific property, you’re telling that client that you’re listening to them. AND that you value their observations by agreeing with them.
Use Motivational Marketing Headlines
Buying clients respond positively to words and phrases that touch their instincts and emotions. Words/phrases such as “well-priced,” “remarkable price,” “outstanding price,” or “noteworthy price” are both attention-getting and engaging and also imply that the buyer is getting a good deal. Adding a phrase such as “comparable to market value” or “well-below market value” will only reinforce that implication that the buyer is getting a good deal.
Ask Questions that Give You Maximum Information about Clients
When talking with your potential buyers and sellers (both!) for the first time, ask them about their motivation to buy and/or sell now. Not only will their answers be more open-ended and tell you a lot about them, their answers may also guide you in knowing what to emphasize when showing them property choices and how to close the buying and/or selling transaction with them.
Rather than saying, “Why are you thinking of selling now?” say instead, “I’m interested in knowing how you’ve come to consider selling your home now.”
Propose Alternative Actions/Questions They Could Take to Fix Property Deficiencies
Let’s say that your buying client tells you he hates the dated shag carpets or the paint color in main bedroom. You could respond by asking him what color he would paint the bedroom or asking whether or not he’d simply expose the hardwood floor underneath the carpet.
These kinds of proactive questions/comments put the potential buyer in the house as an owner. These kinds of questions/comments give the potential buyer the power to make decisions about owning that house. The power of suggestion is…powerful.
Offer Buyers/Sellers Multiple Automated Valuation Models (AVMS) for Pricing
Offering your buyers/sellers multiple AVMS to consider and compare will “unstick” your buyers/sellers from one specific price such as Zestimate’s price. To follow up, offer and discuss your Comparative Market Analysis (CMA).
Saying “I Don’t Know” IS Acceptable
Just as you are the most qualified and skilled real estate agent to represent your clients in property transactions, it’s your job to refer your clients to the most qualified and skilled appraisers, roofers, inspectors, etc. to obtain the most reliable, accurate information about that property. Saying “I don’t know” and then obtaining accurate, reliable information from industry specialists “tells” your clients you are, in fact, the most qualified, skilled and professional real estate agent representing their interests.
Thanks to Inman.
