Today, more than ever, buyers and sellers are giving agents less and less time to “introduce” their services- maybe it’s the web, 24/7 news coverage, or non-stop busy lives. Todays Buyers and sellers aren’t really interested in the traditional, old school approach most real estate agents use to convince them to list a home with, or get in the car with. For some reason, most agents just can’t wrap their mind around this concept. It may, in part be due to the fact that its work, because it takes a few days of thought to figure out just how to interact with this new breed of customer. It’s time for you to be different. Grab a notepad, a pen, and some quiet time and think through the following three steps that will guarantee you an increase in your business, your transactions, and your checking account!
First, you need a strong 30-SECOND COMMERCIAL!about yourself and what you do. Make it good, make it snappy, and make it genuine. Do not make it the same old boring stuff, “Hi, My name is Sally and I am a real Estate agent. Last year I sold 45 homes and am a member of the million dollar club for XYZ realty- let me help you sell your home!…” BORING! Come up with something original, and let your name tag tell them the boring stuff (like your full name, the fact you are an agent, and who you work for!) Maybe tell them your niche, or that you are known for finding the best deals and that you have an exclusive “in” with the newest inventory coming on the market. Or that you sell more foreclosures and have a relationship with several banks to exclusively list their homes… You only get one shot- make it quick, make it good… Practice in an elevator- when someone walks in with you, introduce yourself, ask them what they do, and then tell them your 30-second commercial. Ready for the real thing? Go sit an open house and see how well buyers react to your commercial.
The Second thing you need is to WRITE OUT A LIST OF QUALIFYING QUESTIONS- you need about 12-15 to really dig in deep and get a buyer or sellers true wants and needs. Next, write out a script of how you will ask these questions, and then take the time to think through every possible answer a buyer can give you. Finally, rehearse your answers and plan a course of action. Your goal is simple… you want to “lead” a buyer or seller to the best solution, which you already know, rather than “follow” them to wherever they may go… which is probably a $100 in gas and a few Saturday mornings wasted driving around in your car.
Finally, you need to develop an EXIT STRATEGY with every customer you meet or talk with. Know what you are going to say, how you are going to say it, and what you will do for each customer. Never let them have the final word, the final thought, or the final action call. If they say, “We’ll call you when we are ready…”, then you haven’t thought this one through. You need to have something you can let the customer take away with, whether it’s a flyer, a list of available homes, or to know they are added to your weekly e-flyer… something to keep YOU in front of them!
If you spend a few days planning these three items carefully and giving yourself a little practice, before you know it you will greatly reap the rewards!
SandPeak Realty 