Finding out when a buyer or
seller needs to seal the deal helps
you ID the quintessential window
shopper and eliminates houses
or condos that won’t be ready to
accommodate out-of-towners
who have already booked a
moving van.
By the way, this is a great time
to find out if you’ve got a fickle
prospect on your hands. Ask if
a client is already working with
a real estate professional. Look
‘em in the eye when you pose the
question.
5. What’s Your Message?
Sure, your real estate company
has beaucoup marketing
messages emblazoned across
signage, business cards, mugs
and more, but what’s your
personal message?
Think about it. Your sales
philosophy, approach and
techniques are unique. Bringing
home-baked muffins to a first
client meeting may be the ice
breaker you’re comfortable
using.
Of course, if you had no idea
muffins came from places other
than storefront bakeries, you
may wish to bring bottled water,
instead.
usually go to “junk drawers” to
die alongside your competitors’
giveaways.
It’s okay to invest in a premium
that doesn’t break your budget,
but do some market research
first. Find out what people would
actually use by surveying friends
and relatives. Ask for opinions
and you’ll get them.
7. Everyone Wants Approval
Pre-approved customers are
near and dear to the hearts
of real estate professionals
because only serious prospects
are this efficient. As a result,
they also know their spending
limits and define their own time
parameters, big blessings for
anyone who has suffered a string
of sales that involved getting
financing after a client has fallen
in love.
Does this mean you should give
folks who aren’t pre-qualified to
the office newbie? Never. That’s
why you have mortgage lending
resources on your speed dial.
8. Think Like a Social
Scientist
6. Want to Get Promoted?
Remember the name Maslow
and your teacher’s lecture on
“man’s basic needs”? Time to put
his theory into your real estate
practice.
T-shirts? Check. Pens? You bet.
Calendars? They even have your
face on them. But before you
sink a bundle into personalized
materials, remember that
research proves such items
Maslow’s pyramid explains that
basics like food, shelter, sleep,
sex and safety drive human
behavior long before a person
seeks affection, approval and
acceptance. You’re selling shelter
and safety, not a house or a
condo. If a sale is successful, you
give clients access to food, sex
and sleep.
9. Tool Around
Scientists don’t give up. They
keep trying new ideas until
they’re successful. Need we
remind you that as unique as
your clients may be, you’re
equally unique? So don’t be
hesitant to audition what works
for competitors or colleagues to
see what suits your sales style.
One real estate professional says
his website - not the firm website
- draws traffic. Another uses
property blasts to give clients
“exclusives” on new listings.
Try everything that doesn’t
require breaking the law. Dump
what doesn’t work and keep the
rest.
10. Don’t Phone It In
Develop trademark kindnesses
(those muffins), be effusive about
thanking customers, remember
birthdays and kids’ names - and
for heavens’ sake, read at least
one client blog post if they send
you a link!
Importantly, take passion checks.
If you’re phoning it in, how much
success can you expect? Need
a break or vacation? Take the
honeymoon first and rediscover
your love.
In the end, the most powerful
message you send is your
enthusiasm for your career!
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