It’s not me, it’s you (yep, definitely you…)
All matches aren’t made in heaven.
In fact, sometimes no matter how hard we try to make sure that we are aware of all of the facts of any given client’s situation, we may get all the way into it only to realize that the relationship is just not going to work out for us as the realtor.
Sure, you spent the appropriate amount of time with them, going through your sure-fire list of qualifying questions to make sure that you and they were on the exact same page.
You did a thorough client interview – got their timeframe down, and you more than held up your end of the bargain, but sometimes the client is just not for you.
It is essential for everyone to understand from the beginning that you, as the agent are not “employed” by the client.
Many people have trouble wrapping their heads around the fact that you are literally an independent consultant, and as such, it is crucial that you make the highest and best use of your time.
When is it time to just cut your losses?
Here are a few things to watch out for on both sides of the transaction:
By this point in the game of your real estate career, there is no doubt in my mind that you have built up an arsenal of persuasion techniques that you use in your everyday conversations with clients.
Techniques like the following, work very well in selling situations:
- Creating a need
- Appealing to social desires, human nature and emotions
- Using loaded, leading questions
- Finding common ground
- Setting a mood/creating a scene in your buyer’s/seller’s mind
- Using confidence, demonstrating and enthusiasm
- Appealing to someone’s character and ideals
- Turn objections into strengths
- And there are many more!
Maybe it has gotten to the point where you even use these persuasion techniques in your home life to persuade the wife to watch a TV show you like, or to get your children to go to bed on time.
Once you get a good system down, the possibilities are endless!
But I want to enlighten you to a technique that you are probably not using, unfortunately, but it is a highly effective, psychological trigger that could help you land even more deals.
It’s the simple phrase,
What Am I Doing Wrong?
Ever get the feeling that your buyer would work with any agent who comes along flashing the right deal?
What is the best way to make sure your buyer shows you the unflinching loyalty you deserve?
I can’t tell you how many stories I have heard over the years of a buyer starting their search with one agent, and making a final buying decision in the very same neighborhood, but with a competitor. What went wrong?
More importantly, what did that winning agent do so right?
Get Your Priorities Straight
Let me tell you the primary thing that has set my feet on the path of success right from the beginning: My customers know from day one that they are my TOP priority. I make it a point to WOW my customers with my total commitment to their needs right from the outset.
Yes, it is a competitive business, and yes the sharks are always circling, but my clients have the confidence that if anyone can get it done for them, it is me.
Effective client care means focusing your entire business around learning and meeting their needs.
3 Tips to Set Yourself Apart from That Other Agent
I have to admit, sales and the process of selling both come pretty naturally to me – a fact that I’m incredibly grateful for, as these talents have helped me to build a career and grow the different businesses I’m involved in.
That said, when I tell people that I’m in sales, I invariably hear one reaction over and over again: “Oh, I couldn’t do that – I couldn’t handle the rejection!”
Here’s the thing… Rejection is something that we all have to deal with.
Ron Ashkenas from the Hardvard Business Review says
It’s easier to talk about learning from rejection than to actually experience it. Rejection often triggers painful emotional doubts about our own competence and self-worth, so we either try to avoid it or pretend that it doesn’t matter. A more constructive approach is to remember that rejection can be beneficial: It can force us to come up with more ideas, redirect us to different paths, and keep us humble and open to learning.
Maybe you aren’t putting yourself on the line every day as you would in a sales career, but if you’ve ever been rejected by the girl or guy in the bar, been turned down admission to a school you wanted to attend or been told you couldn’t have the raise you felt you deserve, you’ve experienced rejection!
In fact, rejection is
Conversation Skills Are Crucial to Real Estate
Did you ever make a sale in your real estate career without having a conversation first?
If you answer yes, I want your number. We need to talk!
But seriously, we all know how important it is to be able to navigate a conversation properly in order to have a successful transaction, start to finish.
And with our conversations, we must create trust with our client. Without trust, there will be no sale.
Here are 4 advanced conversation techniques that you can use to build that trusting relationship with your prospective client:
Discovery questions are the most important tools you can arm yourself with at the beginning of a relationship with a buyer of real estate.
They will ensure that your communication, desires, needs and expectations are laid out from the beginning. There will be less stress and headache throughout the entire process and your client will trust you that much more.
I always suggest having a discovery meeting with your client to run through the expectations. And write down the answers because after 5 meetings like this, all the answers will run together and you’ll have a hard time keeping them straight.
Here are 44 discovery questions you need to ask your buyer