This # 1 goal must be achieved to succeed in real estate sales.
What is your guess?
When a client calls you or you call a client, what is your #1 goal with that call? The answer may seem obvious to many and others probably have so many ideas in their head for what # 1 could be.
The #1 way to succeed in real estate sales
It’s a very simple answer. The #1 goal of the real estate agent must be to understand what your client wants. To succeed in real estate agency an agent must understand what their client wants. If you don’t take the time to understand what your client wants, you have mostly luck on your side (good and bad). If you don’t want to leave things to chance, you must ask a lot of questions first and foremost. One way to understand what your client wants is to ask the simple question; “Mr and Mrs Client, what would you like to change in your life as it pertains to (whatever your service or product is here?)” If you are a real estate professional, asking the client gentle, caring questions about what is their real estate goals and dreams. When reflecting on the answers, you want to ensure the client is considering the good and the bad of the opportunity for which they are inquiring or you are introducing. Ask follow up questions to build trust; “Why would this home be a good fit for your family”? What resolve will occur in your life by owing this home vs the living situation you’re currently in? Break the answers down. Is the client response quantifiable? Is it an emotional solution they’re seeking? Is this home the home that will facilitate what the client wants? If the answer is no, probably not, or the client is unsure about their decision, more time needs to spent on the investigation of the clients wants.
I often try to talk a client out of a purchase (play devils advocate) simply to confirm they strongly believe this home/property is the answer for them.
The #1 way to succeed in real estate sales is determining what your client wants.
Uncle Real Estate
If you take the time to determine what your client wants, and why they want it, you will be successful in your sales career.
WRITER:Uncle Real Estate is a real estate broker in California. He has been a real estate investor in California since 1992.