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Best Ways To Win As A Property Agent
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As a property agent, you need to know how to win in the real estate market and keep the sales on all year through. Planning and preparing early will give you the much needed tempo and help you meet your sales targets effectively.
Circle of life
Your circle includes people you know. This is your family, friends, colleagues and all other acquaintances, including the person you chat up with in the grocery queue or while travelling on a train or a flight. The people in your sphere may be your future clients. Keep them informed about the latest news in the real estate market and the best buys. Do not approach them as a tough marketer but be gradual in your pace. You have to be on their side and give them tips like a friend and a guide who knows the business more than them.
Open houses open up new prospects
Open houses are possibly the best places to meet future buyers. Remember a person who comes to see a house, is most likely planning to buy one. So the people you come across here are your target segment. You need to make them stay long enough to find the real value of your property. Your presentation can work wonders and if focussed on individual needs. You need to have write-ups and brochures ready. You have to be prepared to deal with all kinds of questions – so do your homework well! You could also include a few frills like colouring books for the kids to keep them busy or a Lucky Draw for the families which could be ‘a dinner for two’ or a bowl or two. Attend Open Houses to pick up hints on what buyers look for generally.
Do not neglect renters as buyers
Today’s renters are the buyers of tomorrow. They pay a rent now for their present home and hope to buy a house sometime in the future. You need to point out to them that they can pay a similar amount as monthly instalment and buy a house today instead of waiting. The money they are paying as rent is actually dead but as an instalment it is going towards payment for their house which they can live in right from now! Build relationships with them. Know their interests. These people are usually young families and you need to engage them in the right way.
Sellers are buyers too
A person who is putting his house on the market may also be on the lookout for one. He is a buyer too, if not today than in the future. Maintain relationships with the sellers and try to know what they are looking for in a house. You could also ask them for referrals.
Being a property agent is not an easy job. You need to go out of the way and do more than what your job entails. You need to have a good understanding of people and how their minds work. Needs vary from one person to another and you have to work on this. Do a little more. Go an extra mile and surely your sales will go up too!
A good agent needs to compile a database of agents and have his own network. You may have certain properties in a certain area but not much knowledge about the buyers of that area. Networking with a property agent of that area will lead you to the right buyers. And this works both ways and can be a win-win situation when you too exchange such information from your list of buyers with agents who are seeking them.
Learning on the job and during trainings is a must for any job, but for a real estate agent this may be the key to perpetual success. A good agent needs to keep on updating and attending training courses relevant to IT skills, sales techniques, soft skills, legal provisions and so on.
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