3 very helpful ideas to make more sales.
1, know your client -
- if you are a CMPS, why are you advertising the lowest rate
- if you specialize in FTHB, then why are you hitting the apartments in your area
- if you are a real estate agent, then why are you telling people rates (sorry, old grudges die hard)
2. know their needs -
- why do they want that ranch house
- kids/schools, pets/home owner associations
- what are their life goals, are they moving up or moving down
3. creating a sense of urgency
- talk about the lower rates (but don't quote them)
- upsell the neighborhood (be careful don't over sell)
- if you know them you know what they are looking for closer to work, good schools, family not nearby
Yes, these are all very simple, but we have to make them that way. Perhaps, we should make the harder. As most will simply dismiss anything that is "to easy".
here is a funny video that really hits it home
Darn, after I do all this typing I realize the video is not embeddable. Now, that really sucks, but here is another point to be made. Check all your facts and make sure your stuff is straight before... plan ahead.
I wish I did, but now all you have is a half done blog post
Dave
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