|
Closing a Client: Basic Rules
The real estate profession is not easy work. Unfortunately, many beginning agents pick this career with the perception that there is easy and fast money to be made in this business. After you’ve taken all the necessary real estate courses and licensing, you’ve only really completed half the work. The industry is highly competitive and flooded with qualified, competent and skilled agents.
Basic Rules
To begin with, in order to be effective at your profession you need to compete effectively and leverage the modern tools that are now available to real estate professionals.
• Learn about effective Internet marketing and utilize this venue.
• Commit your energy, time and focus on digital platform networking.
• Don’t be afraid to invest in marketing outlets that will let you rise above the competition.
If you’re not technologically savvy in this area, then follow the last basic rule. Don’t be afraid to invest in real estate training specifically directed towards this area. A simple search and a bit of research will allow you to find some of the best real estate courses in online marketing currently available.
Tenacity
In this business there’s no room for uncertainty. As a real estate agent, you certainly don’t want to be pushy or intrusive towards your clients, but there’s also no room for indecisiveness. A professional agent takes charge, assumes success and that attitude reflects onto their customers. It’s important for the agent to set goals and remain tenaciously focused on those goals. Don’t just hope you’re going to seal a contract, assume you will. Once you assume this, you can then set your sights on this goal to get it done.
An agent I recently coached was dealing with a problematic buyer. The agent had one last house to show the client that night, a house that fit the client’s needs, and decided to cut her loose afterwards. After I counseled the agent to focus on their specific goals and assume they would make the sale, that evening, the house was sold. It was the agent’s goal setting, their mental focus and tenacity that made the sale.
Trial Closes
The trial close puts the idea of a closure into the mind of the potential client. Usually their response will let you know whether they’re ready or not. Don’t ever become perturbed by the first “no,” or even the first five noes. This is also where a bit of persistence comes into play. Trial closes subtly build momentum, which is crucial in a sales process. The idea is to get at least a few “yeses” in spite of the noes, because the yeses are more powerful, in that they are the agreement with even the little things. For example, the agent can ask the seller:
• Do you have a key ready tonight?
• Is this Wednesday all right for the Broker's open?
• Where in the yard would you like to put the sign?
Example questions the agent can ask the buyer include:
• Would you like ownership by the end of this month?
• I noticed you both like the swing set. Should we ask for it in the offer?
• What would be a convenient day for a home inspection?
Finally, don’t hesitate when you’re in the process of filling out the purchase or listing agreement. There’s no need for manipulation here, because the client has every opportunity to stop you if they aren’t certain about something. Just about every client signed with me once the paperwork was finalized. So make an effort towards completing the necessary documentation without delay if possible, and they will certainly sign with you too. Real estate training can certainly show you the best techniques for closing a client, but these are simple steps you can follow that will dramatically increase your sales volume and potential.
|
