So, little sales 101 today, ladies and gents. Typically, when you’re introduced to somebody for the first time; I don’t necessarily mean a client, I mean at a party, or a bar, or some kind of social event, the second somebody finds out that you’re a real estate agent, what’s the first thing that comes out of their mouth? “How’s the market?” — Routine question.
But here’s the thing about routine questions, is that they should never be responded with routine answers. You want your answer to be engaging, you want it to be interesting, and you want to make sure that it’s catered to your specific goal. Because here’s the other thing about people in general; we love talking about ourselves. And so when you add all of those things together what you get is an opportunity for you to learn more about a potential client while also building rapport and relationships with them.
Controlling The Convo is the Best Realtor’s Sales Tip
The second somebody finds out that you’re a real estate agent, what’s the first thing that comes out of their mouth? “How’s the market?” It’s a routine question, and most agents fumble this from the onset by replying with something simple like “it’s good”, “it’s busy”, “it’s a seller’s market”, or “It’s slow this time of year.” What a huge mistake this is. The best way for a real estate agent to capitalize on this is having kind of a pre-programmed script already prepared. And what you’re going to do is you’re going to start digging out with that particular person’s situation. Are they in the market? Are they renters? Are they looking to sell? Buy down the road? Who knows?
Realtor’s Sales Tip N 2: Be Ready to Engage
By asking questions and getting to know your client, you’re not only building trust, but also gaining valuable information that will help you better assist them in their home buying or selling process. So next time someone asks you how the market is, take control of the conversation by asking them one of these five questions instead. Trust us, they’ll appreciate it!
How long have you been thinking about making a move?
Is your current home too small/big for your needs?
Have you seen any homes in person or online that you really like?
Do you have any idea of what type of home you’d like to buy or build?
When would be the best time for you to make a move?
Turn Small Talk into Long Talk: The Realtor’s Art
When someone asks you about the state of the real estate market, don’t give them a one-word answer and move on. Instead, take this opportunity to start a conversation. You never know where it might lead! Here are some conversation starters that will help you demonstrate your knowledge of the market and possibly even make a few sales in the process:
The Recent fluctuations: It’s no secret that the real estate market has seen its ups and downs over the past few years. By starting a conversation about these fluctuations, you can show prospects that you’re up-to-date on current trends and have an in-depth understanding of how they might affect their homebuying decision.
Prepare to Win-Win Scenarios with These Realtor Sales Tips & Tricks
Every market is different, so what’s selling in your area may not be selling in another. This is valuable information for potential homebuyers who may not be aware of certain trends in your area. By sharing this information with them, you can show that you’re an expert on your local market and help them make an informed decision about their purchase.
Next time someone asks you about the state of the real estate market, don’t give them a one-word answer and move on. Instead, take this opportunity to start a conversation. You never know where it might lead! By using these conversation starters, you’ll be able to demonstrate your knowledge of the market and possibly even make a few sales in the process!
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