Viewing by month: April 2013

Selling in the cooler months

 

With winter approaching, now may be a good time to start crafting your sales techniques for the cooler months.  Properties can sometimes prove to be more difficult to sell over the winter period – however, through implementing the following simple presentation techniques, you can boost your chances of securing a sale. 

1) Brighten curb appeal: when creating open house environments during the cooler months, keep in mind that the garden and front lawn are often a buyer’s first point of inspection. As such, it is important to make a good first impression by ensuring that any outdoor areas are well utilised. For example, if the property features a garden, some potted winter colour could provide a nice seasonal touch to the home’s exterior features;  

2) Winter staging tricks: while it can potentially be more difficult to sell during the cooler months, there are ways to embrace the challenges of winter and cultivate an atmosphere of warmth and comfort for prospective buyers. For example, utilise fireplaces (where available), turn on automatic heating prior to inspections, and perhaps even play some soft background music to create a warm and relaxing ambience;

3) Artificial lighting: daylight saving time is no longer on our side and, as such, it is now becoming darker much earlier. To combat waning daylight, it is important to make sure that the house is properly lit. For instance, if the property features unique artificial lighting, you should aim to emphasise this point.

 

 

 

 

 


0 comments | Posted by Reality Bytes - Real Estate Training Blog on 26/04/2013 at 12:00 AM | Categories:

Effective complaints management

Client complaint management can be a difficult process for real estate agents, particularly when they are forced to deal with complaints relating directly to their services. However, through embracing a proactive, strategic and dedicated approach to customer complaints, agents can place themselves in good stead to be able to effectively resolve complaints and, hopefully, retain clients. 

You may find the following steps helpful in structuring your approach to managing client complaints:

1) Listen: while each client complaint is unique, the manner in which you deal with complaints should remain relatively consistent. By developing and following a guideline for complaint management that focuses on listening to the client, you may find that it’s easier to communicate with disgruntled clients. Further to this, it is important to focus on the client’s reason for complaining, and not the fact that the complaint is directed at you. To this end, aim to take notes, listen intently, and use your body language to show the client that you’re focused on their needs; 

 

2) Repeat: once you have heard and successfully recorded the client’s complaint, it’s often a wise move to repeat the complaint back to the client to illustrate that you have listened. The client, upon realising that you are both on the same page, may become more relaxed, which could ultimately make solving the problem a lot easier;   

 

3) Agree: a client may have a desired outcome in mind, and so might you. As such, it is important to try to reach a solution that is satisfactory to both of you. Remember, however, that the client has the upper hand as they can take their business elsewhere. In light of this, it is important that you are willing to compromise and accommodate (to a degree) even if you don’t completely agree with the complaint or proposed solution.  

 

4) Pursue: after reaching a solution with the complainant, you may feel the need to take additional action(s). After an appropriate amount of time has passed, you may want to consider following-up with the client to make sure that your solution was implemented effectively. In taking this extra step, you may find that you actually strengthen your relationship with the client. 

 


0 comments | Posted by Reality Bytes - Real Estate Training Blog on 19/04/2013 at 12:00 AM | Categories:

Mobile work practices

For almost all real estate agents there is a need to be mobile; open houses, client meetings and prospecting all require a considerable amount of time away from the office and, as such, it is important to have effective mobile work strategies in place. To this end, here are three mobile work strategies aimed at helping agents stay on top of work when out of the office.

1) Smartphone: the smartphone is arguably one of the most vital tools for on-the-go agents. Technological advances have allowed data to be shared between multiple devices, wirelessly, so that information can be accessed whenever and wherever. If you haven’t already invested in a smartphone, it would be wise to consider doing so.

2) Use your voicemail effectively: if you’re relying heavily on a smartphone for work, it is important to recognise that your voicemail greeting can be tailored to your mobile work strategies. Remember, your phone’s default message doesn’t include your name or the name of your company. Without proper identification, a prospect might be less inclined to leave a message and, as a result, you may miss out on a listing; 

3) Do you have email access? Smartphones and tablets have the capacity to receive emails and are a great way to stay on top of office requests whilst remaining mobile. However, it is important to have contingency measures in place for instances where smartphones or tablets fail. There are a number of remote access websites and portals available on the internet which enable you to access your desktop from wherever you are; look into these services and you might thank yourself later down the track.

 


0 comments | Posted by Reality Bytes - Real Estate Training Blog on 05/04/2013 at 12:00 AM | Categories: