Today’s real estate professionals have so much to overcome. A relentless Seller’s market. Questions about the appropriateness of “love letters.” A seemingly endless parade of affordability issues and supply shortages. And yet, the best agents persevere. Use these five sales tips to help yourself overcome the challenges of being a real estate agent.
1. Ask open-ended questions
One of the most important sales tactics successful agents use is asking open-ended questions. Many Buyers and Sellers enter the market with more questions than answers, which can overwhelm them. When you ask open-ended questions using your expertise, it helps your clients focus on what matters, worry less about what doesn’t, and determine what it is they truly want.
Additionally, open-ended questions add humanity to your relationship. People want to work with people they like. Asking questions about others makes you more likable, on top of helping you procure information you need to properly represent your clients.
2. Be patient and understanding
You’ve likely been through the buying or selling process before. Many of your Buyers and Sellers haven’t. They’ll lean on you to help them figure out what they should and shouldn’t be doing.
This may mean that you need to answer the same kinds of questions over and over. You should take care to be patient and understanding in these situations. Avoid patronizing clients when they ask questions that seem obvious to you. However, don’t treat your clients like they don’t know anything.
It can be a fine line to toe, but consider thinking of yourself as a mentor to your clients. They come to you because they trust you and openly admit they need help. So, even when things are frustrating, remember to be patient and understanding.
3. Go virtual to expand your sales reach
It’s super important to have an online presence. It can help you generate leads, showcase what makes you different, and reach prospects who’d otherwise never hear about you.
Going virtual isn’t difficult, but maintaining a meaningful virtual presence can be. Here are a few guides to help you maximize your virtual potential:
- How to create authentic content for clients and prospects
- 5 steps to creating authentic content for clients
- Starting a YouTube channel
- Using TikTok
- Using Facebook Groups
4. Adopt a mantra
Selling is a challenging art, and a lack of success can take a real toll on your confidence. Try adopting a mantra for a week that you repeat to yourself to see if it improves your sales technique. Here are a few to try:
- People want to buy, not be sold
- Sell what you know, know what you sell
- Believe in what you’re selling
- Hope is not a sales strategy
- Do the right thing because it’s the right thing to do
5. Offer incentives
One of the most effective ways to convince a potential Buyer to purchase one home over another is to give them more value for their money. Real estate professionals can offer above-and-beyond benefits that can include augmented repairs or a Home Warranty Service Agreement that could tip the balance in your favor in the long run. This can be one of the more effective sales tips, but don’t feel like you need to give everything away to win!
2-10 HBW offers comprehensive systems and appliances home warranties to help protect your clients from unexpected repair and replacement costs. Contact us to learn more.