Real Estate Sales Practice--Closing Should Be The Beginning
Finding new lines of business is one of the toughest pieces to the real estate sales puzzle. Some agents phone prospect, others spend hours on social media. a few drop eye-watering amounts of money paying for leads. But what if there was a way to turn old business into new? Let's examine how closing can be a consistent source of NEW business.
Ways to make more than a commission check at closing
1) Get a seller review--The BEST time to get a seller review is when they are signing the powerful offer you brought them. This is especially true for former "expired" listings. The next best time is when all escrow conditions are cleared. Remember this for your next listing. For our purposes, just make sure to get one prior to closing. AFTER closing, motivation to do such wains due to all the activities/stress of moving.
2) Adopt The Buyers-- In my experience most agents scatter after closing. Representing the seller? There is nothing ethically wrong popping by or calling the buyers a couple of days after closing to make sure the move went smooth. Most will thank you for the effort. Ask permission (and respect their response) to keep them updated on local real estate stats/happenings.
3) Have your stuff together and treat everyone at the title company with respect--It's amazing we need to remind folks to be kind to others. One ingredient to my secret sales sauce is treating title peeps with respect. Can't count the number of vendor referrals I have worked over the years. Treat them poorly and they will remember. Treat them well and they will never forget! Understand the difference!
4) Tell the world about your success--Don't be a secret agent. Selling a home in a tough market is something the neighbors need to know about. Call around the listing and share the details, then ask who they know who may need a top agent. The answer will surprise you. Share a Just sold post on social media (ask the sellers and your top friends to share).
The best way to get real estate business is to leverage what you have. Provide excellent customer service, treat folks with respect, tell the world. Repeat as many times as possible!
Comments(7)