The realtor’s job is not just to sell properties, but to be part of the client’s dream of buying a house or an apartment. This means that closing a deal in this segment is not an easy task. Therefore, we have listed 7 sales techniques for the real estate market. Check out:
Strengthen your personal brand
The real estate market is very broad. Therefore, people are looking for professionals who can offer the most appropriate property and with the best conditions. Therefore, it is important to develop your personal brand as a broker.
Remember that word of mouth in this business is very strong – and therefore, the bigger your personal brand, the more customers and results you will have.
Answer with empathy
Empathy means understanding what the other person is feeling, and this is essential in real estate sales work. After all, your customer’s purchase reasons can be the most varied: he may be buying the house of his dreams or simply acquiring another property to add to his assets.
Therefore, when discovering the reason for the negotiation, speak to the client in an appropriate tone so that he is sure that he is negotiating with a professional who will be able to meet his needs.
Pay attention to the specifics of the client
Knowing the reason for purchase is not everything. It is also necessary to be aware of the specifics that each client has. They may not tell you at first, but you, as a good broker, need to notice them.
For example: a family with children and pets will need a property with plenty of space; if the customer is more concerned with security, make sure the property has a concierge and surveillance cameras.
Get to know the properties well to be able to offer them
No matter how extensive your catalog is, you need to know all the properties you have. Remember that your client will want to know all the details about the house or apartment, after all, he is making an investment!
And if you take too long to show what is available or make a mistake, the chances of him looking for a competitor are increased. So, if you need time to check what are the best options for your client, try to do it as soon as possible.
Create value by offering the price
Buying an apartment in front of the beach, overlooking the sea, is expensive anywhere in the globe. But there are people who buy because the value is much higher than the price.
When offering a property, add as much value as possible, as this is what justifies the price to be invested. You can do this by stressing the location, safety, comfort, etc.
Make a good publicity
Although word of mouth is effective, disclosure cannot be ignored, especially in the case of freelance brokers. Having a website, being present in the main industry portals and doing marketing actions are essential to continue attracting interested people to you.
Always be available
Finally, always be ready to answer calls or answer incoming emails.
Even if you can’t talk for a long time, take the call and make an appointment to call back; if you can’t reply to the email right away, leave it prominently posted in your inbox so you don’t forget to do so.
Each contact can mean a new sales opportunity. So stay tuned.
With these sales techniques tips for the real estate market, you will have much more success in your negotiations. And, for work to be well organized, consider having a good management system. Find out more in “4 CRM tips for realtors ”.