Successful Real Estate Agents Use 5 Steps to Answer / Address Questions and Concerns
Although there are far more real estate agents than there are successful ones, it might be helpful to analyze, consider, and understand what the best of them do, which makes them stand out from the crowd. One of the key areas that often sets them apart is how they address concerns and respond to questions, effectively and to the best of their abilities, and to the satisfaction of their own and / or actual capabilities. or potential clients and / or clients. After more than 15 years as a licensed real estate salesperson in New York State, I firmly believe that I use the 5 Steps that effectively address concerns and answer questions, not to the satisfaction of the agent, but to their clients. Therefore, this article will briefly attempt to consider, review, address, and discuss why this approach makes sense and is effective.
1. Listen carefully: Don’t make the mistake of trying to prejudge what someone’s concerns are and carefully, conscientiously, listen and then make sure you truly understand what is being asked! Too often, people are quick to respond, sometimes opening the call Pandora’s boxand thus creating more concerns and questions that the other person did not have before. A simple way to do this is to say something like, In other words, you are worried about and state what you think, he said, Do not proceed to the next step until you are sure of this first!
2. Empathy: Since, for most of us, the value of our home is our greatest financial asset and, many consider that home ownership is one of the essential elements of the so-called American dream, the reality is that these people, are looking for, an agent, who cares about them. Proceed, with the highest degree of genuine empathy, by listening, much more than speaking, and openly, focusing on the best interests of the client (real and / or perceived). An effective way to express it is: I can perfectly understand how you feel. In fact, I felt that way, and so did many others.
3. Respond fully to your satisfaction: Transition this discussion by adding, Until they realized a few things. So respond fully, to their satisfaction, and not just yours. Expect some indication, be it a gesture, body language, nod, or a verbal statement, that they understand.
Four. Create / recreate the need (inspire and motivate): Depending on your relationship and when the concern was addressed, you should create and / or recreate the need in an inspiring and motivating way. Using expressions, like, In light of what we have discussed and reviewed, often moves the discussion forward – effectively!
5. Close the deal: Although the above four steps are important and necessary, unless / until an agent closes the deal, creating a meaningful meeting of minds and a true level of agreement, the process will not budge. forward, in the most significant way!
Success comes from practice, discipline, commitment, knowledge, action, and consistency! Will you commit to these tasks and skills, etc.?