Your words are your most important weapons for sales success. You must choose your words correctly. According to Zig Ziglar’s Secrets of Closing the Sale, you must use these 24 words that can close the sale and avoid these 24 words that can flop the sale. 24 Words to Use
24 Words to Avoid
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Empathy means understanding how the other person thinks and feels. It’s putting your feet on their shoes. How can this make you close the sale?
Stephen Covey, the author of The 7 Habits of Highly Effective People, is famous for saying “seek first to understand, then to be understood.” Why will your Client listen to your sales pitch when you don’t even understand him? Before you expect your Client to understand you and listen to your sales pitch, you have to show him first that you understand his feelings, needs and wants. Ask him questions. Gather data. How many bedrooms does he need? How many parking spaces? What location does he prefer? All these information will be vital for you to know what house you can present to him that he will surely love. Most important of all, ask about his interests, hobbies and passion. Does he like gardening? Does he like playing with his kids? Does he like reading? These things are very close to his heart. When you are able to capture it in the house that you present to him, you will definitely gain his trust and most likely close the sale. First impressions last. Make sure to impress your Clients in every way possible and surely, they will remember you as the impressive agent. This will place you at the top of their minds when they are ready to buy that unit. Here are some simple ways to impress your Clients: 1. Buy a Pilot penNothing shows preparedness better than always having a ballpen with you at all times. It is one of your most important "weapons" in the battle of sales. It will show your Client that you are prepared and ready. And if it is a Pilot pen or an expensive pen of some sort, it will impress your Client even more. It shows them that you invested for your "weapon." 2. Memorize their namesThe most important word for your Client is their name. Their parents have been saying that word to them starting when they were babies. It will be a useful tool for you to know their names and use it to your advantage. It will show your Clients that they are important and that you are paying attention. 3. Memorize project detailsIt will definitely impress your Clients if you are not relying on notes when describing a property. It shows them that you have memorized all the details and you have prepared for the tripping. If they ask questions and not having to read the brochure for answers will make them believe in you and the product that you are selling. 4. Know real estate laws by heartRead all the real estate laws and take them to heart. Make sure you understand them so that when your Clients ask about it, you can present yourself as the expert and they will believe in you even more. This shows your Client that you truly know, understand and love your craft.
You have to be an expert in your field in order to impress your Clients. Be a "consultant" instead of a seller or agent. Knowing these terms will impress your Clients and make you a trusted real estate seller for them. 1. Letter of GuarantyThis is the letter from the bank guaranteeing that they have already approved the home loan application of the Client. The letter also states that they promise to pay the developer the full loan amount of the Client, subject to specific terms and conditions. 2. Fixing PeriodThis is the period, usually in 1 year, 3 years or 5 years, in which the interest will be fixed and will not change. Only after the said period will the interest change depending on the current market condition. 1 year fixing period can give you lower interest rate than longer fixing period, but there is a risk of the interest being increased after only 1 year. 3. AmortizationAmortization is the equal monthly payments of the Client for their home loan to the bank. This includes the principal payment and the interest compounded annually. This will change after the expiration of the fixing period, depending on the market condition at that time. 4. Bank ChargesThis is the fee that the Client will pay directly to the bank for their loan application. This is approximately 3% of the loan amount and includes the processing fees, notarial fees, mortgage redemption insurance, and other insurance covered by your loan. 5. Loan TakeoutThis is the time when the bank already booked the loan and paid already the developer the full loan amount of the Client. This is technically the start of the loan, and exactly one month after that will be the start of the amortization.
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 smartDressing 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 neatWear 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 postureAlways 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 formalWearing 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 lostGetting 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 establishmentsWhat 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 timeBeing 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 appropriatelyDressing 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.
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