How to Succeed in Real Estate Sales - Primer Fundamental 5
How to Succeed in Real Estate Sales - Primer
Fundamental 5: Understand the Sales Relationship Cycle.
Taking a contact from Stranger to Satisfied Home Seller or Buyer requires building a relationship, expressed here in phases.
Phase 1: Build Rapport
It is as simple as smiling and tone of voice. Ask questions to find those points of common interest and personal connection. Asking questions allows you to probe deeper and build a feeling of comfort with the person interacting with you. (Where are you from? Where did you go to high school/College? Were you ever in the military? Which Branch? Where have you lived? How many children do you have? How old are they? Where do they go to school? Etc).
Phase 2: Gain Trust and Confidence
You must reach the level of Trust and Confidence if you expect a buyer or seller to sign a contract. There are different ways to build credibility and to build trust and confidence.
Make a promise, and keep it
Phase 3: Sale – Prepare the contract for the buyer and/or seller execution
When working with buyers, it is best to introduce them to the contract early in the relationship rather than later. This also is a demonstration of your expertise and builds trust and confidence. Items to discuss early with a buyer include Agency Disclosure, Arbitration and Mediation, and Liquidated Damages.
Phase 4: Referral
This is the lifeblood of successful long-term agents. Create a strategy for cultivating referrals. Always ask "Have I done everything I can to earn your referral business."