Although there are many more real estate agents than successful, it might be helpful to analyze, consider and understand what the best do, what makes them stand out from the crowd. One of the key areas, which often sets them apart, is the way they address concerns and answer questions, effectively and to the best of their ability, and to the satisfaction of actual and/or potential customers. After more than 15 years as a licensed real estate seller in New York State, I am a firm believer in using the 5 Steps, which effectively address concerns and answer questions, not to the satisfaction of the agent, but to their clients. Therefore, this article will briefly attempt to consider, review, address, and discuss why this approach makes sense and is effective.

1. Listen carefully: Don’t make the mistake of trying to prejudge what someone’s concerns are, and carefully, thoroughly, listen, and then make sure you really understand what is being asked. Too often, people are quick to respond, which sometimes opens, the call, Pandora’s box, and therefore create more concerns and questions that the other person did not previously have. An easy way to do this is to say something like: In other words, your concern for, and say, what you think, said, do not continue, to the next step, until you are sure of this first!

2. Empathy: Since, for most of us, home equity is our single greatest financial asset, and many consider home ownership one of the essential elements of the so-called American Dream, the reality is that these people are looking for an agent who cares about them. Proceed, with the greatest degree of genuine empathy, listening, much more than talking, and openly, focusing on the best interests of the client (real and/or perceived). An effective way of expressing it – this, is, I can perfectly understand how you feel. In fact, I felt that way, and so did many others.

3. Respond fully to your satisfaction: Transition this discussion by adding, Until they realized a few things.. So she responds fully, to her satisfaction, not just yours. Wait for some indication, whether it be a gesture, body language, nodding, or a verbal statement, indicating that you understand.

4. Create/recreate the need (inspire and motivate): Depending on your relationship and when the concern was addressed, you should create and/or recreate the need in an inspiring and motivating way. Using expressions like, like, In light of what we have discussed and reviewed, often moves the discussion forward, indeed!

5. Close the deal: While the above four steps are important and necessary, unless/until an agent closes the deal, creating a meaningful meeting of minds and a true level of agreement, the process will not move forward in the most meaningful way!

Success comes from practice, discipline, commitment, knowledge, action and perseverance! Will you commit to these tasks and skills etc.?

By admin

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