Are your buyers working with you because they feel obligated?

Real Estate Agent with 1

"I called my customers, but they are not calling me back."

THEY said that they would call".

"I showed them what they wanted and they did not buy".

Ok, I am SURE that if you have not said these yourself, you have heard OTHER agents saying all these at one time or another.  But here is the thing, some agents think that they drive buyers around, show them a house and *POOF* - they have a pay check. 

Riiiigghhht.. Its THAT easy..

Here is something to *think* about:

Do you talk to your customers about housing possibilities and their priorities?  Sometimes their possibilities are less or more than they think.  Maybe their priorities are not what YOU think they should be.  Clarify first. 

Have you helped your customers think about trade offs?  Maybe there are things that they have not thought about.  I know there have been times that I went in to buy something to only realize that I walked out with something that I did not even consider.  (Just happened when I bought my car).  HE was a professional - its not that he got MORE out of me - My salesman just listened to me and showed me things that I did not even think I would be interested in.  He made a sale because of it! 

Do you know your area?  I mean really know your area?  Do you know what houses sold within the area of where you are listing and selling a home?  Have you analzed the apples to apples and the apples to bananas?  (No,  not the banana in the tailpipe thing).  Seriously, you are marketing yourself as the "area expert", right?  So BE the area expert.  Know the SOLD inventory and know the homes that are on the market.  GO to the broker opens and weekend open houses even when you don't have a buyer for THAT particular property.  You might have one tomorrow and you are not showing it "blind".

Do you have notifications being sent to your "not so serious" customers/clients?  They might not have been serious last month - but they might be this month.  Do you know how many emails get sent out by me daily?  I get calls back on them too. 

Are you good at problem solving?  I don't know about you guys, but I don't think that I have had one smooth closing in months.  Actually - there is always something that you need to act fast on.  Can you think fast?  (Pretend like I am throwing you a ball - HERE!).

 There is no one out there that can SELL real estate.  BUT you can help people find the right house, show them the way and execute, communicate and closeIts not about the money - but about the outcome!



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Christine Forgione

Associate Broker
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