One of the most challenging things an agent can face in an industry mainly comprised of sellers’ agents is maintaining the client’s trust. As each client settles into their home and budget, they send an outpouring of negative comments to their agents. The highest-paid agent has a reputation for providing the best properties in the market, but this usually occurs only after a year of working together to undersell a customer’s property and yet another six to 12 months since their home purchase.
Here are a few strategies for generating more sales in the real estate industry.
A well-spoken real estate agent will come across as confident and reliable. Of course, most people prefer to talk to the person on the other end of the phone rather than a cold calling telemarketer, so be respectful by not being rude or abrupt. You will gain trust from your customers as you consistently show your business approach, knowing that you are making a professional profit when the home is sold.
Always walk door-to-door with your list. It isn’t only professional and invaluable, as you can directly interview all the interested parties (sellers and potential buyers) and maintain a long-term client rapport and support the real estate market.
Communication is important in the real estate industry. Professionals need to listen and let the buyer share their story, then come back with a solution. Don’t just pick up the phone and offer an alternative (especially if your competitor has ten more days). Ask them what their offer is and why you won’t or can’t match it.
Many consumers prefer to go directly to the person they perceive as the best and fastest in real estate. After all, who gets the best deal? Undoubtedly, the best way to get this would be to go directly to the seller and see if they will negotiate a deal. Remember, your customers don’t make the final decision, and they will help you out when they decide which offer to accept. Just treat them with as much respect as you can give them.
ABOUT THE AUTHOR
Delroy A. Whyte-Hall is a content marketing consultant, copywriter, and public relations specialist. He provides comprehensive publicity marketing planning and copywriting that helps realtors, real estate agents, agencies, and firms attract clients, boost sales, create public awareness, and build credibility.