Have you personally spent countless hours reading expert perspectives and mastering scripting to springboard your real estate business? I have witnessed that the most important selling ingredient is your natural self. After completing undergraduate studies as an accounting major I focused on phycology, sociology, anthropology, culture, and linguistics. The point is, people, and knowing how to interact with a variety of people. When I represent buyers my first interaction is normally a phone call or email.
Keep the conversation short and put them in the spotlight and ask them how they are doing. The second interaction is onsite at a property and I smile and maintain eye contact until I shake their hand. Most of the time they already know the basics about the property and I do not provide them with information they already know. I continue to ask questions about them and I am naturally curious to know more about my buyers. Normally, after the initial conversations this leads to a natural flow and begins a personable relationship.
How many times as a sales manager was I forced to say a scripted line at every customer that walked into the showroom? Countless!!!! You have to put yourself on the other side of the fence. As you could imagine, would you want someone that is personable; and, wanting to get to know you? Or the salesman that keeps asking the same questions three different ways? In my opinion, people will buy when they choose to buy and on their terms not the agents.
I have had recent success in just being the natural me and eager to learn about everyone that seeks my service. I also believe this holds true within any medium of real estate marketing. Keep it focused, personable, and enjoyable and I think anyone will want to pick up the phone or email you, even if it is only to say hello. In fact, I have a high end buyer, and this past weekend I wanted to send him a quick text just to say I was just reaching out to say: “I hope you are doing okay and have a great weekend”. His reply was reasons he has not contacted me, but I told him perfect its fine I just wanted to say hi. I think I may have caught him off guard and he replied with a big thank you! I reminded myself the reason why I wanted to get into real estate and it was because of people.
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