To be a successful real estate agent, you need to close on properties. But the phrase “always be closing” isn’t the only pathway to or an indicator of success. In fact, it is the entire process of real estate marketing – not just signing on the dotted line so to speak – that dictates how successful you will be. To do so requires a change in mindset, which will, in the end, lead to closings. So what is actually the cool strategy right now in real estate marketing? Here are several that you can incorporate into your plan:
- Act naturally: OK, that might be a little extreme, but you don’t want to sound like a robot when talking with clients. Instead of using canned speech, start a conversation. This will help you understand what your clients both want and don’t want, establishes a friendly rapport, and helps you discover what you need to do to close that sale in a relaxed and natural way.
- Create trust and honest communication right from the beginning: It’s one thing to start a relaxed conversation, but the content is just as important as the style. For your clients to want to continue their business relationship with you, they need to know that they can trust you, and that you are working in their best interest. To do that, tell them what you can do for them, and just as importantly, what limitations exist given their situation. This type of real estate marketing sets realistic and trustworthy expectations instead of telling them only what they want to be told.
- Change your perspective: If you are always thinking about closing as the only aspect of real estate marketing, you are really only considering yourself. But you are not the only part of the equation – you clients are required factors. Therefore, you need to change your thinking – you need to see your role as helping your clients either find the home they love or sell their current place, rather than thinking that they exist merely to help you make another sale. And by helping them achieve their goals, you get to achieve your own goals too – a win-win situation.
- No spam-a-lot: With the increasing usage of technology and social media, you may think that the best way to keep in touch with your clients is through incessant emails. Though it may be efficient, this action may have the opposite effect. Depending on the number and substance of texts and emails you send, your clients may feel like they are being spammed instead of engaging in constructive communication. Use technology sparingly unless otherwise specified. Face-to-face and phone meetings will establish a more engaged business relationship, and remember to ask your clients if they want to receive regular general updates. Listening is a great tool.
- Uncover the why: Every client is unique, and you try to accommodate their needs and wants. It’s only natural that you won’t get it perfect every time. When a potential client offers objections, instead of arguing your point, try to discover the reason behind their objections. The reasons may surprise, and you can use that information to find just the right property or selling strategy. More so, those clients will appreciate that you are trying to understand their thinking, which will strengthen your business relationship.
- Freedom to choose: Ultimately, the client is the one choosing to use your services for buying or selling their home, and your part aims to help them through this process. Problems can arise when clients feel that you are purely in “sell” mode. Remember that perception has great influence. Offer your perspective, but balance that with your clients’ need to decide.
- Know your clients’ goals: Clients want to make sure that the real estate agent they choose has their best interests at heart. In some instances, they may ask you to justify why they should use your services instead of a competitor’s. An understandable reaction would be to become defensive, but it may not be the most productive one. Instead, get to know what the prospective clients want in a real estate agent. Ask them their goals and the reasons why they may not use your services. This will help you determine if you could help them achieve their goals or if they would be better suited with another agent.
Selling is a major component of being a real estate agent, but how you get there will determine your success. Stop thinking only in terms of sales and instead, replace it with strategies that focus on knowing your clients and being yourself – if you can achieve this, then sales are sure to follow. A “cool” talking point is the new tax credit for RI first time home buyers! Get all the information you need at our dedicated website: www.ritaxcredit.com