Ask Open Ended Questions
Lots of sales training tells salespeople to ask questions, but here I’d like to focus on open-ended question asking. Open-ended questions are those that cannot be answered with a simple yes or no – they are designed to make your client truly think and consider what it is they’re looking for, which helps realtors narrow down their showings and quickly address the heart of the matter for their clients.
Optimize Your Use of The Internet
Buyers today are busy with their everyday lives – in fact, some folks looking to buy a home are doing so in the middle of job transitions or other major life events. For that reason, convenience for the prospective buyer is key. Virtual tours are a strategic way to make showings more accessible to prospective buyers – but don’t stop there.
Having an online presence is key to your success as a realtor. In addition to virtual tours, I recommend considering starting a YouTube channel for your company or even using TikTok to inform prospective buyers of new and exciting listings. Use these online tools to generate more unique leads, present to the public what makes you unique, and reach out to buyers who you may miss otherwise.
Become A Storyteller
Humans connect easily to stories, that’s a simple fact most of us can agree on. For that reason, it can be difficult for prospective buyers to imagine how they would use a space they’re considering without a story. My recommendation is to gain knowledge of how a listing was previously used and to expound upon its potential uses.
Employ specific details that the buyer has spoken about while discussing their preferences to improve the image of a listing. Sharing stories is one way to cultivate a relationship between a buyer and the listing you’re showing.
Take Time to Show the Neighborhood
Another unique way to land a deal with a buyer is to not simply focus on the space you’re trying to sell, but the area surrounding it. Take the time to highlight what about the neighborhood would stimulate and interest your buyer.
Do their hobbies include crafting, going to the movies, or enjoying unique cuisines? Get to know the area surrounding the listing and ensure you share with your prospective buyer how it fits and celebrates their lifestyle.
The realtor world is an ever-changing space in the American business landscape, and it can be difficult to navigate on your own. If you’re wanting to secure expert sales training from a local Business Coach, contact me, Charles Roberto of FocalPoint today!
