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 do, what makes them stand out from the crowd. One of the key areas that often differentiates between them is how they address concerns and answer questions effectively and to the best of their ability, and to the satisfaction of your actual needs and/or potential customers. and/or clients. After more than 15 years as a licensed real estate seller in New York State, I firmly believe that using the 5 Steps, which effectively addresses concerns and answers questions, not to the satisfaction of the agent, but to your customers. 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, thoroughly listen and then make sure you really understand what is being asked. Too often people are quick to respond, which sometimes opens, the so-called, Pandora’s box, and therefore create more concerns and questions that the other person did not previously have. A simple way to do this is to say something like: In other words, your concern for, and say, what you think, said, do not continue, to the next step, until you are sure of this first one!
two. Empathy: Given that, for most of us, the value of our home is our single largest financial asset, and home ownership is considered by many to be 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 talking, and openly, focusing on the customer’s best interests (real and/or perceived). An effective way of putting it – this, 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, adding, Until they realized some things.. Then she responds fully, to her satisfaction, and not simply to yours. Wait for some indication, be it a gesture, body language, a nod of the head, or a verbal statement, indicating that you 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, like, In light of what we have discussed and reviewed, often moves the discussion forward, indeed!
5. Close the deal: While the above four steps are important and necessary, unless/until an agent seals the deal, by creating a significant level of meeting of minds and true agreement, the process will not move forward. forward, in the most meaningful way!
Success comes from practice, discipline, commitment, knowledge, action and perseverance! Will you commit to these tasks and skills, etc.?