The difference between an ordinary seller and a professional seller is the depth of knowledge that he/she has regarding what he/she is selling. You have to know the project detail-by-detail so your Clients will view you as an expert that he can rely on.
1. What is included?
You have to know all the inclusions and exclusions of the price. Are the cabinets included? How about the partitions, ceilings and final paint? There are some developers who include already all the taxes and transfer fees in their prices, and there are some who exclude these. You have to know these details so that you Clients can weight their choices properly.
2. What's the finish?
Bare units are houses that do not include the final paint, ceiling, flooring, and sometimes partitions. Fully-finished units are houses that include the final paint, ceiling, flooring and partitions. Fully-furnished units are houses that have final paint, ceiling, flooring and partitions, and also the furniture. Clients have to know what to expect when they receive the units.
3. What is nearby?
Location, location, location. Nearby establishments are important for your Clients, as this hugely impacts their buying decision. You have to know the nearby malls, public transport, schools and churches. The nearest hospital is also very important in case of emergency.
4. What's the type of structure?
There are several types of construction in houses, and 2 are the most common for the country. Conventional structure is a structure with footings, columns, beams and slabs using the traditional way of building structures. Precast structures are houses whose structural members are built off-site and assembled on-site, much like Lego bricks. You have to know this technical part as your Client is concerned with the safety of their house.
5. Who is the developer?
You have to know who the developer is, who the owners are, and where they were established. Know the previous projects of the developer to know the quality of their projects. Your Client need to trust the developer so they can have piece of mind in their investment.
Dressing appropriately is a form of good manners. It shows your Client that you respect his presence. Here are some simple tips on how to look smart in front of your Client.
1. Dress smart
Dressing smart is the way to go. Wear polo or collared shirt, long pants and closed shoes. Do not wear shorts, slippers or sando as this will make you look unprofessional. Do not wear rugged shirt or pants. Treat your Client as if you he/she is your date.
2. Be neat
Wear clothes and pants that are neat and properly pressed. Do not wear dirty and crumpled shirt. Stay away from clothes with holes. Comb your hair and present yourself smartly, as if you are ready to tackle whatever is ahead. And please remove the hair inside your nose that is sticking out!
3. Proper posture
Always keep in mind to stand or sit tall. Never lean or slouch as it will show your Client that you are bored or uninterested or tired. You must look ready all the time, and proper posture can transcend this. Don't put your hands inside your pockets. Act confident and use your hands to expound your speech.
4. Not too formal
Wearing suit and tie might be too much for your Clients. It might intimidate them or make them think that you are not approachable and will outsmart them. Dress in a way that your Clients will be comfortable approaching you. Also, suit and tie are very uncomfortable and hot, and it will affect your actions and emotions during your conversation with the Client.
Tripping is the prefect time to impress your Client, as most decisions are made during this time. It is the most important and critical part of real estate selling. Learn these 4 ways on how to impress your Client during trippings to achieve success in real estate.
1. Don't get lost
Getting lost is a huge turn-off for your Client. It shows him that you have not visited the project that you are offering. Be sure to go to the property yourself and familiarize yourself with the best routes and memorize it.
2. Know nearby establishments
What are the nearby malls, public transport, schools, churches and markets? And what's the nearest hospital? Make sure you know them by heart because the Client will most likely as these, as it is very important for their decision.
3. Be on time
Being late is the ultimate disrespect for the Client. Being on-time means that you respect the time of the Client. It doesn't matter if he is late or you have to wait for 1 hour. What matters is that YOU are on-time. Be there at least 15 minutes before the time and prepare yourself mentally and physically.
4. Dress appropriately
Dressing appropriately is a form of good manners. Presenting yourself to the Client in a clean and professional manner shows that you are respecting their presence. Smart attire is the way to go. Avoid slippers, sandals, or sando. Don't wear too much jewelry and don't bring your most expensive bag. Wearing suit and tie is a little too formal as well, and it's uncomfortable for you. Look smart and impress the Client.
This is the chance for the Client to see and experience the project for the first time. It is considered the most important part in real estate selling. Photos and videos are not enough for the Clients. Even virtual reality cannot replace it. It's important for them to experience in real life the project - to see, smell, touch, feel, and sometimes taste the house that you are offering. It's your chance as well to close that sale while your Client is in awe.