Viewing by month: October 2013

Effective explanations

 

One of the most important points to convey to a prospect is an explanation of the value you bring to the sale of their property. This explanation needs to be effective, as people won’t list their property with you if they don’t understand why your expertise and knowledge is more valuable than the next agents.

Taking the time to step back and examine how you’re explaining a concept could help to turn more prospects into clients, and with this in mind we have prepared three pointers to help you craft more effective explanations.

1. Look at the big picture: when explaining a complex idea, people may spend too much time focusing on the details and forget to explain how they fit in the bigger picture. For example, explaining to a prospect the effectiveness of a channel of advertising probably isn’t useful if you haven’t first explained how important advertising is when listing a property;

2. Less is more: if the prospect starts to look like they don’t understand your explanation, a strong urge may be to add more detail. A more effective strategy may be to step back and ensure that prospects understand the basic points of your explanation before proceeding cautiously with more detail;

3. Focus on the why: answering why your prospect should choose you early in the explanation will capture their attention, and allow you to use this as a building block for providing more information to close the deal.

 


0 comments | Posted by Reality Bytes - Real Estate Training Blog on 25/10/2013 at 12:00 AM | Categories:

Put down your Smartphone – four ways to bring more to your marketing

 

The majority of a real estate agents’ time is spent marketing and networking, as these two areas are key drivers of sales and new listings. While by their very nature most agents are fantastic networkers, there are some activities that fall in the gap between these two skills which can be missed by even the most experienced real estate professionals.

The key to maximising the return on your marketing and networking activities is to create memorable connections between you and your prospective and current clients. To assist you with this we have listed three ways to improve your marketing and networking.

1. Reward customers for referrals: when you provide great service to clients, they’ll naturally refer you to their friends, colleagues and associates. If you do hear of a client providing a referral for you, it may be nice to courier them a small gift, such as a bottle of their favourite wine. Your generosity will be appreciated, and could encourage them to continue referring you to their networks;

2. Send a card: cards are cheap and effective, and can be utilised in a variety of ways. You could start by building a database of all of your past and present clients’ birthdays, and work to mail them a card every birthday with a personal handwritten message. Your clients are likely to remember this small act, and this may help keep you ‘front of mind’ next time they are planning on transacting property;

3. Personal connections: it may help to use contact tracking software often utilised by sales representatives in competitive industries. This will allow you to centralise all of the small pieces of information you gather about different clients, such as their favourite chocolates or cafes. Being able to recall this information after a period without contact may help create a stronger connection with your clients;

Try using these simple tips and you may be surprised at the response you receive.

 


0 comments | Posted by Reality Bytes - Real Estate Training Blog on 17/10/2013 at 12:00 AM | Categories:

Back to basics

 

When focusing on your daily routine of meetings, client calls and open homes, it can be easy to forget about improving the core skills that have brought you success as a real estate agent. As such, it could be worth spending a couple of minutes every day thinking about ways you could improve these skills.

One easy way to start is by streamlining the way you schedule appointments – are you taking five or six emails to negotiate a time to meet with clients or colleagues? Consider suggesting a specific time to meet when emailing your request – for example, instead of suggesting late Wednesday, you could suggest Wednesday, 4:00 pm at your local coffee shop.

This is just one easy way you can sharpen your skills, and below we’ve listed another four key tips for improving your effectiveness as a real estate agent.

1. Communication: could you replace some impersonal emails with a personal phone call? In society today, people often see emails as the ‘easy’ option, and perceive them to lack value. Your client may appreciate you taking the time to pick up your phone and call them directly;

2. Presentation:  it’s often said that first impressions count, and this is especially true in real estate. As such, it’s important that you dress for success every day, as you never know when your next client is going to walk through the door;

3. Innovative open homes: turning up at open homes can often be a bland experience for buyers, and one way of creating more excitement about your listings is through innovative open homes. While there are many ways to achieve this, a simple trick is to use the TV as a display for a more detailed floor plan, with more information about the property;

4. Building your brand: have you been too busy lately to attend local events in your community? Ensuring that you maintain a presence in your community is essential to your continued success as an agent, and during busy times, it may be easy to let this important aspect slip. Setting aside time to prospect and network at local events may enhance you, and your agencies, reputation locally.

Try brushing up on these essential skills, and you may be surprised at the results.


0 comments | Posted by Reality Bytes - Real Estate Training Blog on 14/10/2013 at 12:00 AM | Categories: