How to Become a Million Dollar Real Estate Agent in Your First Year: What Smart Agents Need to Know Explained Simply by Susan Alvis & Michael Cavallaro

Author:Susan Alvis & Michael Cavallaro
Language: eng
Format: epub
Publisher: Atlantic Publishing Group, Inc.
Published: 2016-11-04T15:22:49+00:00

Realize You Are Selling a Dream and an Investment

The sooner you realize you are selling a dream and an investment, the sooner you will begin to understand and appreciate the fact that everything happens in real estate on its own time table. If you try to rush any aspect of showing or selling a home, your buyers begin to feel uncomfortable with you and will not buy from you. To sell real estate, you must learn the art of being able to relate to your clients and understand their investment goals. You want to know what their ideas and dreams are for their purchase. If you can put yourself in their shoes while they explain to you what their wants and needs are. You will be able to sell them their dream.

There is a flip side to this, too. If you become so in tune or in touch with what the buyer hopes to accomplish, you may forget what it is you need to accomplish. While you never want your buyer to feel rushed in their decision-making, you also do not want to let them drag their feet. You have heard of the salesman who nods and says “yes” throughout a sale to condition their buyer to saying yes? Believe it or not, it does work in many instances. For example, “Yes, I see what you mean, this is a lovely bathroom.” Or “yes, the kitchen is large and open.” Condition yourself to nod your head at the appropriate times and use the word “yes” when appropriate. It works and enthusiasm is contagious. If you are enthusiastic about a home or an investment property, then you will find your buyers will be, too. In fact it makes it easier for you to say at the end of the day, “Yes, I think you have found your home.” Still, remember the used-car salesman and do not overdo any of the positive affirmations! There comes a time when everything can be overstated and too many yeses are obvious to the person with a background in sales.

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