So you think you've got what it takes to be a good realtor. You've looked at the prices of your listed houses, done your research on the properties and the areas they're in, and now you're ready to make your first sale. All of your real estate coaching and training has led you to this point.
Techniques for closing a deal are often unfairly characterized as sleazy high pressure salesperson gimmicks used to force unsuspecting buyers into making a decision they wouldn't normally make.However this doesn't need to be the reality when it comes to closing a real estate deal and using a technique to close a deal doesn't need to be seen as a negative process to achieving a sales outcome.
The real estate business is a service based one, and as such, realtors need to view themselves as providing a service to their customers and prospective buyers. Buyers looking for houses are in need. Be it the need for cheap and simple shelter, the need for luxury or the need for a practical home in which to raise their family, you must be the one to fulfill that need for them.
In order to sell the idea of a home rather than a house, it is important to think about those aspects that most appeal to people when they think about going home after a long hard day at work. Towards this end its important to cater to the senses. Much of what a person thinks is derived not only from informed opinion but also from what they see and feel in the environment around them.
It is important to understand the primary objectives at hand in order to benefit from any open house situation. The purpose of an open house is of course to sell the house in question; however one would be incorrect in assuming that this is the most important part of the process. First and foremost, an open house is a great way to develop listing leads for properties that may come onto the market in the future.
At the end of the day, the art of closing a sale can be a difficult and subtle science and true to the old saying, practice does of course make perfect. The only way to get better at closing is to attempt it as often as possible. There will of course be many deals that will not close despite your best efforts but persevere none the less.
Never hesitate to let the light in. Opening a few curtains or switching on a light here and there can go a long way to opening up a house's aesthetic qualities. A warm inviting atmosphere will show buyers the beauty a house can offer and serves to show that there is nothing unbecoming about the house to hide away in the shadows.
Closing deals smoothly, efficiently and without delay is paramount to keeping everyone involved in the transaction happy. Buyers are given what they need, sellers receive their asking price without delay, and you as the agent are rewarded with speedy turn-around on commission allowing you to pursue other deals. There is no winner and loser in the situation, everybody wins and that is what good real estate coaching and training will help you achieve.
Techniques for closing a deal are often unfairly characterized as sleazy high pressure salesperson gimmicks used to force unsuspecting buyers into making a decision they wouldn't normally make.However this doesn't need to be the reality when it comes to closing a real estate deal and using a technique to close a deal doesn't need to be seen as a negative process to achieving a sales outcome.
The real estate business is a service based one, and as such, realtors need to view themselves as providing a service to their customers and prospective buyers. Buyers looking for houses are in need. Be it the need for cheap and simple shelter, the need for luxury or the need for a practical home in which to raise their family, you must be the one to fulfill that need for them.
In order to sell the idea of a home rather than a house, it is important to think about those aspects that most appeal to people when they think about going home after a long hard day at work. Towards this end its important to cater to the senses. Much of what a person thinks is derived not only from informed opinion but also from what they see and feel in the environment around them.
It is important to understand the primary objectives at hand in order to benefit from any open house situation. The purpose of an open house is of course to sell the house in question; however one would be incorrect in assuming that this is the most important part of the process. First and foremost, an open house is a great way to develop listing leads for properties that may come onto the market in the future.
At the end of the day, the art of closing a sale can be a difficult and subtle science and true to the old saying, practice does of course make perfect. The only way to get better at closing is to attempt it as often as possible. There will of course be many deals that will not close despite your best efforts but persevere none the less.
Never hesitate to let the light in. Opening a few curtains or switching on a light here and there can go a long way to opening up a house's aesthetic qualities. A warm inviting atmosphere will show buyers the beauty a house can offer and serves to show that there is nothing unbecoming about the house to hide away in the shadows.
Closing deals smoothly, efficiently and without delay is paramount to keeping everyone involved in the transaction happy. Buyers are given what they need, sellers receive their asking price without delay, and you as the agent are rewarded with speedy turn-around on commission allowing you to pursue other deals. There is no winner and loser in the situation, everybody wins and that is what good real estate coaching and training will help you achieve.
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