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.

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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.

 

 

 

 

 

 

 

 

 

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