The best real estate agents in the world tend to develop close relationships with their clients, to the point of becoming practically friends. But is it necessary to go that far? Positive and possibly helpful, yes. Necessary, no.
However, it is necessary to build relationships with those clients most likely to close a deal. To be a good real estate agent, personality often plays a crucial role: the more outgoing, kind, friendly, and approachable you are, the better the relationship will be. But there are certain real estate sales techniques that, when applied to initial conversations with potential clients, can also be decisive. Follow these tips:
Ask the right questions
How many times have you shown a property that you could have sworn was the one your clients dreamed of? And how many times has it not been? The first misunderstanding lies in how you ask about the requirements the property must meet.
Typical questions, such as the number of bedrooms, bathrooms, floor or other type of housing, garden, and the area where the client would like it to be located, are answered with monosyllables: a number, a "yes," or a "no." This fails to create the desired rapport with the client.
Instead of asking how many rooms they want, how do you plan to use each one? This way, you'll get a much clearer picture of the type of home the client is looking for: larger rooms, smaller rooms, rooms facing north or south, rooms with plenty of natural light, and so on
Someone who loves to cook will want a well-equipped, large kitchen with plenty of room to move around. And they don't usually mention this during their first visit to the real estate agency unless you specifically ask them about their preferences.
The better they answer, the more questions I ask
If you sense that the client is willing and open to establishing that close relationship with you, it's the time to ask any questions that may be related to what they are really looking for.
Don't be afraid to ask after an answer if it has led you to another topic that can help you get the sale of the house on track.
Don't forget that knowing your local market is essential to being a good real estate seller.
This initial question-and-answer "game" can have a weakness: that the moment arrives when you don't know exactly how to respond to the customer's expectations because you don't know your local market.
You must be fully prepared and know your profession inside and out. This is where ongoing training in the real estate market comes in. But be careful not to try to do too much (and end up doing little). Knowing as much as possible about your local market will suffice. Every location is different and has its own unique characteristics.
To be a good real estate agent, you need certain knowledge, although no degree is required to practice. We recommend that you acquire knowledge of:
Customer management
Learning to use a CRM is essential. It will allow you to keep all your customer data well-organized so you can manage your business effectively. Knowing how to use it is fundamental.
Negotiation techniques
The real estate agent acts as an intermediary and negotiates between a buyer and a seller.
Training
You will need to be skilled at acquiring properties from people who want to sell their homes.
Communication
As a real estate agent, it's important to have excellent communication skills to build trust. We recommend taking a communication course.
Real estate marketing
Real estate marketing is all about the power of communication. Today's real estate agent needs to know what their clients are searching for online so they can provide them with relevant information through social media or real estate advertising. This way, you'll attract users to your real estate agency's website.
Financial knowledge
Financial terms must be clear in the mind of the real estate agent, since they advise their clients. That's why we recommend that you get training in financial matters.
