This is one of my older blogs but I"ve gotten a lot of recent remarks on it so I'm reposting..enjoy!
Ok someone has called off a sign or emailed you with a message that they're interested in buying or selling. Now what.
So many in sales get cold feet at actually having a phone conversation, IE talking WITHOUT the computer. It's very easy in our day and age to let our website give our credentials. But there's so much more that you have to offer than your resume isn't there?
So let's talk rapport. Webster's definition is "establishing common ground". People like to be around people who are like them. So when you call the first time your first call may not be about (or very little about) real estate at all. Get to know them Bring out the similarities with your prospects. Do you have kids and do they? Are they outdoors folks, do they like to read or travel? To them that proves that at least one salesman is not an alien being from another solar system! Keep reading below.....
Try this: Mr. Customer, when I'm not helping people find great homes, I'm a consumer, just like you. I always am on the lookout for good deals at the best prices! I always hope that when I do shop, is that I can find someone who truly understands what it is that I'm buying and can help me make wise decisions along the way. I'd like to earn your trust in that same way by becoming your REALTOR. Blah blah blah..
Too scripty for you? Here's a sample of my patter.
Hi Marge, saw you emailed me about relocating to the Greenville area. What is going on in PA where you are and what brings you this direction?....then I shut up and let them tell me their story. By ACTIVELY LISTENING they will tell me all I need to know. O sure we may have to bring them down to earth about the fact that Greenville, Travelers Rest and the Upstate of SC is not in a crisis situation like many areas of the country and let them know our area is still getting 97% of list price. But after we establish RAPPORT they begin to understand that you're on their side.
Two other quick points that have always worked for me:
1. Did you know that my services to you are free? When you hire me as your REALTOR, I work for you for absolutely nothing. My commission is paid by the seller but my fiduciary (or legal here in the south)duty is to you alone.
2. Mr. Client I just want you to understand something about me as a person as well as a REALTOR. I'm not in this for the money...no really! I love what I do and my favorite thing is handing the keys to a new home over to a happy client. My commission is paid by the seller, but that's gravy compared to the satisfaction I get from watching you move into your new home.
Just be sincere, build rapport from the get go. Dont' be a "sales person", be a friend. You'll double your money if you do so.
Good luck and get selling!
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