An attractive, informative, and honest real estate presentation is the primary key to winning the trust of new clients. There are, however, a couple of taboos that can completely put new real estate leads off of your services.
In this article we’re going to take you through 6 of them, so you can avoid the same pitfalls that other agents have made in the past.
Slamming the competition
Although you want to give yourself the edge over your competition, bad-mouthing them isn’t the way to go about it.
No matter how tempting it may be to share inner-circle industry gossip about other real estate agencies with your prospective clients, it’s actually more likely to backfire and make you look petty. Although you shouldn’t hesitate to stress the benefits of your service, you should be careful to maintain strict professionalism.
Don’t be arrogant
There’s selling the benefits of your service, then there’s overdoing it. Although it’s good to share the successes you’ve had in the past, don’t discuss it too much.
If a client is speaking with you, it’s likely that they’ve already read up on your sales stats. Instead, focus on how your experience will benefit them.
Remain objective about styling choices
If you’re working as a real estate agent, the likelihood is that you’ve got a good idea of how a property should be presented.
It’s great to be able to give your new clients advice – after all, that’s why they’re considering hiring you – but you should remain objective about styling choices. Although they’ll appreciate any tips and tricks, you should avoid making personal comments about any of the items in their home, as you run the risk of causing offence.
Don’t make it all about you
During a listing presentation, potential clients are going to be testing you out to see how well they get along with you.
It might be tempting – especially if you’re nervous – to fill the conversation with information about yourself, but try to shift the focus to the client.
Failing to prepare beforehand
One of the biggest faux-pas you can make with a listing presentation is failing to prepare adequately.
No matter how long you’ve been in the industry, there’s always more left to be learned. For that reason, you should spend as much time as is required to learn about the client, as adequate preparation is often the difference between success and failure.
Not adding value to your service
As digital marketing continues to press upon the industry, the days of harsh sales tactics are coming to an end. Using aggressive methods to pressure leads into positions they might not necessarily feel comfortable in isn’t going to drive the same amount of business that it used to.
Instead, agents should focus on answering any questions and addressing potential objections in a friendly, approachable manner. If you can display value, present yourself as approachable and answer any queries, you stand a great chance of winning the business.