Real estate agents work in one of the most competitive environments in business. As your mentor has probably taught you, the competition is cutthroat, the market is flooded and rivals are unrelenting.
You could be the best agent that ever lived, but one of the realities of this business is that you will always miss a sale. There are those that will get away.
It does not matter if it is your fault or you are just unlucky, the bottom line is that a lost sale, is a lost sale. At times, you could put out the best pitch there is in real estate, but still fail to sell. The sad part is that all your efforts will count for nothing if you cannot wrap up everything. Below are guidelines for focusing on closing the sale.
- Put everything down on paper
When you are talking to the prospect, they will feign interest even when bored and itching to say no. You need to understand that as human beings, we get bored really easily and informal conversations tend to fizzle out when we lose focus. We also find it hard to conceptualize abstract concepts. You therefore need to put down everything to captivate the prospect. Put down some figures and break it down for them. Show them the reason you think they are going to benefit from the sale. Use charts and point out the benefits of making a decision in the affirmative.
- Be clear with your communication
Prospective buyers will find it hard to seal a deal with an agent who acts shady and evasive. You will need to put all cards on the table. Double speak will only hurt your image and sending mixed signals can be both confusing and outright off-putting to your client. Always say the truth. Do not promise things you cannot do. Do not focus too much on figures that have no truth in them. Keep it true throughout. The client will find your honesty refreshing. Over time, the image of real estate agents has taken a continuous public battering, and you do not want to fall right into the stereotypical notions that bedevil the industry. [Read more…]