Over the last couple of months we’ve looked at over 50 houses. Dealt with numerous real estate agents.
And not one has ever asked us what we’re really looking for in a home.
Most would take your details and then stand by passively while you went through the property.
None asked what was important to us and then pointed out how the property could meet our needs. Not one guided us in making a decision.
Salesmanship? None!
Now, in Sydney we may well be in a booming market, and some agents think they don’t have to “sell” the benefits of a property. But we noticed a lot of properties didn’t go. Saw the price coming down as the months wore on.
So if I were an agent here’s what I would do.
Ask what the prospect was looking for. What was important to them. Narrow down the criteria to the two or three “must haves” and why. Look for emotional reasons.
Then if the property met these, point it out and “sell” to these criteria. Nothing is likely to tick every box. It’s your job to find out what’s truly important and highlight this.
Put prospects on a database and go and search for other properties in your portfolio (current and future) which could meet their high value criteria.
Communicate, communicate, communicate.
A few agents talked the talk. Were enthusiastic. “Yes, I’d love to find you a property.” But mostly no follow through.
Only one stands out. She kept communicating over a two month period. Negotiating on our behalf. Kept us in the loop. And got the deal. Ironically, it was one of the first properties we saw.
The lessons here? People don’t necessarily make snap decisions when lots of money’s involved. As a salesperson your job is to nurture the prospect along the buying path. Do it well and you’ll likely get the sale.
And the proactive agent in this case got the deal.
Want to create a lead nurturing system and improve your sales skills? We can tailor a package to your unique circumstances. Call Rashid on 0414 913334.
