This is part of the ongoing series "Finding Success in the Basics"
If you are out prospecting and marketing you will be bound to run into someone personally or virtually who has an interest in real estate. This is where your skills and knowledge will come into play.
Being a real estate professional is really all about presentation, presentation of you, your company, the process, buyers choices and sellers choices. The better you are at presenting or, telling the story, the more successful you will be.
When you meet someone for the first time:
How do you look...are you dressed the part? What do you say? Are you ready with a 20 second commercial or sound bite about what you do or offer? Do you have a hand out, take away or brochure? When you hand someone a thing....do you just shove it their way or do you present it?
At open houses:
How do you present the home? What information do you have at the ready? What questions do you ask?
On Floor:
Are you ready to answer a question and immediately follow up the answer with a question of your own? Do you convey confidence in your voice? Be sure to lead them in a direction. If you like what you are hearing you might say, "sounds like the next logical step is for us to get together, is this afternoon good for you or would tomorrow morning be better?" These are not sales techniques rather business tools to help them take the next step to achieving their goals.
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