As a real estate agent, it’s important to learn how to jump over hurdles that may impact your final sale at the closing table. Instead of losing potential clients or walking away from what is believed to be a dead end, take a look at these different sales techniques to not only help a potential client, but to aid in your overall business strategy.
Understanding what clients want is the name of the game. It can take months for a client to be ready to buy – let them know that you’ll be there when one they are ready to purchase and pull that trigger. Ask follow-up questions so you can clearly see what they’re looking for.
Plan of Action
Some leads aren’t ready to work with a real estate agent – and that’s okay. Let them know you understand and that you’ll be there when they are feeling more confident and comfortable with what they want to do. Suggest setting them up with listing alerts, or give them valuable information about the current state of the market.
Move Away from Technology
If they’ve asked a question that can end the conversation – try calling them. If a client is inquiring about a property that is no longer available – instead of texting or emailing this information to them – get them on the phone to keep the conversation going. You can ask what they’re looking for so you can help them look for other listings in the area.