Concentrating On The Pain Point
A Brief History Of Expired Listings
Basic Hot And Cold Calling Skills
Building The Right Competitive Attitude
The right attitude is always helpful in business. Now that one has a basic idea of calling customers, you now need to to put them in action. But it is of no use if you do not have the right mindset. And yes, experience matters a lot. Basically, there exist four kinds of property agents, and as expected they have different traits. But how will this piece of information help you? Well if you are a property seller you need to know this because then you will discover how the right property agent can help make a difference to selling your assets.
- The Unconscious Incompetent – This class of real estate agents are short on both, knowledge and experience. This is a blessing in disguise because the level of confidence at this stage is good. But the problem at this stage is that the agents fail to convert deals into leads.
- The Conscious Incompetent – After a few failures and hard knocks, the agents wake up to the reality of their skills. This is the stage where they should learn voraciously and reflect a lot. Naturally, at this stage, the agent is quite depressed 🙂 They are ready to take the smaller return clients because they have a long way to go.
- The Conscious Competent – The agents in this class have wired the basic skills in them and are patient enough to play the game like a pro. The confidence level is good, but not at the peak. They can handle all kinds of deals, even the richest customers.
- The Unconscious Competent – This class of agents practice their selling skills in an adept manner. They keep on repeating and practising their love for selling until they are able to handle all kinds of clients.
Recording What You Need To
If you are able to collect and analyze all the data surrounding a deal, then you will be able to work out the best statistical data that can help you to expand the domain of your business. Keeping your pens ready or simply record a call helps you to have all the necessary details for easy retrieval later.
Importance of Listening Skills
Real estate professionals need to listen to a lot. They are programmed to sell, so they speak a lot too. Otherwise, convincing the client is extremely difficult. Their speech is full of persuasion. And if they don’t speak up how do they tell the client about the benefits of a property. So, hate it or like it, an agent or a broker needs to speak. But we know what harm it does? It makes them bad listeners. Not only that, many of them do not know when to zip up and keep quiet.
We believe that pressing the pause button is extremely important when dealing with the property owners of the expired listings. Keeping quiet at the right junctures will result in a smooth transaction. A wrong move, a slip of the tongue could be a disastrous bottleneck and the whole deal could fall apart at any stage.
Improving Your Customer Service
Customer service is crucial for every business. If you do not tend to your customers after a sale, then nobody is going to return to you for a second deal. Customer service is all about providing the client with an experience they can never forget. If you can address their problems and provide a worthwhile solution, then you have a repeat customer in your pocket. This is good for business in the long run.
You dear reader are now armed with knowledge about how we at Gupta & Sen conduct our business. There is one more thing that we are very cognizant of. As real estate professionals operating as a part of a broader industry we need to be alert of our competition and respect them. Play the game ethically. We never underestimate competitors or berate them in any manner. That’s because each of our competitors have their own network, reputation and goodwill in the market borne out of years of hard work and brand building.
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