The Best Sales Arguments, Take Preparation Hours.
The real estate sellers unintelligent use sales pitches that do not convince anyone, because they are arguments improvised. They believe that the experience and their natural intelligence are enough to convince the client that the property he shows is what he / she needs.
And let’s not talk about recruitment. Unintelligent real estate sellers focus on attracting without thinking that the owner should be educated before seizing the property.
In real estate sales if you do not prepare first what you are going to say and how to say it, you will not improve your business. You will continue selling, I have no doubt, but the best opportunities offered by the sector will pass you by.
I agree that improvisation in the sale is necessary, we must cultivate it and use lateral thinking to solve unforeseen and infrequent problems. However; Hence, to take improvisation as a method to close sales and capture properties goes a long way.
In real estate sales nothing worse than improvisation. Not only in the way of arguing the purchase of a property , but in the writing of online advertising, in taking the characteristics of the property, in calling by phone or in recording incoming calls.
Improvisation in real estate agents occurs for 3 reasons : 1.- because you are in too much hurry to sell; 2.- Because adequate training in real estate sales has not been received; and 3.- for comfort. For not wanting to leave the comfort zone.
| Real Estate Seller Wake up!
The less intelligent real estate agents want to learn a lot of sales technique and when you tell them that one of them, the most important, is to have a plan for everything that is done, start long faces and convince yourself that planning is not a sales technique
What do you want to learn? Do you want to learn how to put advertising on Facebook, without preparing it first? Do you want to receive more information requests through the portals, but are not willing to learn Real Estate Copywrting?
Do you want to write advertising improvising ? Do you want to argue or negotiate without preparing first? I think you’re watching too much Television Wake up! and stop listening to music in the car while you go to see the customer. Think about how you are going to argue your sale or your acquisition and let yourself be so much music.
Awake! What is that answering by phone the first thing that comes to your mind while you walk down the street? Stand up, listen and answer what you already have prepared for when an unexpected call is received from a potential client. And you put as an excuse the economic situation in the country to not be selling more real estate? Your problem is improvisation . Your problem is your modus operandi.
The real estate agent who is successful today prepares his sales arguments beforehand, because he knows that he must make his real estate investment profitable online and he cannot afford to lose 9 out of 10 clients who request information.
People interested in buying, renting or investing in a property are better informed today and no arguments are lacking. Let’s analyze some of them and see how unintelligent they are.
| Real Estate Sellers with Little Sales Arguments.
All the sales arguments that I present here, I have compiled from what my students tell me that they answered their customers. With the previous preparation and the creation of an argument of sale, they have learned to prepare intelligent answers to the comments and questions of their clients.
1.- “My client cannot sell for a lower price than what he bought”. Really? What the client thinks when he hears this phrase is that both the owner and the real estate agent have much to learn. We sell and buy based on the law of supply and demand. If the owner bought expensive or at the wrong time that is your problem.
2.- “My client cannot sell at a price below the mortgage”. Selling a property in Park View City location is impossible below the mortage. This answer is a little more refined than the previous one, but that does not give a convincing reason to buy the property. What does the client think and does not tell you? You tell me! Fix it with the bank and if not, have not bought.
3.- “If my client goes down the price I would be giving it away”. This is an unprofessional argument and is usually said with a little condescending “giggle”. If the real estate agent makes this type of comment to a client who does not mind giving his opinion, he may find himself in an awkward situation. This is the worst phrase you can say to sell a property.
4.- “This apartment belongs to several owners and some of them do not want to go down anymore”. It seems an intelligent argument that exempts the real estate agent from any responsibility. It is like saying that it is expensive, but I have to sell it at this price, because someone does not want to “get off the donkey.”
The client what he really hears is that the property is “CARO”. Now it is clear, since several owners do want to go down, but only 1 that is stubborn, does not want to. How is it possible that some agents are able to say this phrase? I am unable to understand it.
5.- “If my client adds the price of the reform that he put in, he would be selling below the price at which he bought it”. It seems reasonable, but the renovations were made to suit the owner; Not from the potential buyer. The value of the property is given by the buyer; Not the owner or agent. This only puts the price.
Some owners want the improvements they have made to their home to be valued , when these improvements may only consist of an expensive investment, (marble stairs type) , which reflects their tastes and personality. That the real estate agent does not appreciate shows that he is not very intelligent.
| Creative Real Estate Sellers.
6.- “My client does not need to sell right away, so I prefer to wait if it is not sold for this price” . This argument cries out to heaven! And believe me, it uses more than you think. What does the buyer think when he hears such an argument? “You and your client, (you, as they say in Argentina), yes you are ready. They put this price on the property to see if any moron itches. Well, keep looking for that fool, che ”
7.- “This area will be the first in which prices will rise again due to its location”. Who do you think you are? Mayor? This argument cannot be used to justify the price of a property. The client does not believe these words and the first thing he thinks is that there is nothing behind to support the requested price.
8.- “Prices are stabilizing and will begin to rise soon.” Like the previous argument, the real estate agent is giving a very personal opinion without relying on facts and statistics. Who is going to believe these arguments today? No one.
These are the arguments used by unintelligent real estate sellers and that the meeting is not prepared in advance. It may seem that these arguments are not normally given, but believe me they are less exceptional than they should be.
| Real Estate Sellers. The 3 phrases you should avoid.
Let’s now look at 3 very, very frequent arguments that use little intelligent real estate sellers.
1.- “… the owner cost the house …” or “… it cost him to reform …” This phrase does not help you to sell at all. The prospective buyer does not care what the owner paid for your home. Nor is he too interested if you have spent on an improvement. This phrase is interpreted by the buyer as “… the price is going to be excessive.”
2.- “I have other people who are interested” This phrase is not swallowed even if it is true. Better not to use it, because the subliminal message you throw is: “you take it or leave it; I don’t care much if you buy it or not”
3.- “… I can leave it a little cheaper” (or similar phrase). With this phrase the real estate agent play with fire. The buyer interprets this phrase as: “… first you consider if I have a silly face and depending on my face, how I see it, the car I drive, my Rolex,… you lower the price more or less. Well do you know what I tell you? Your home doesn’t interest me. ”
These are some of the sales arguments used by unintelligent real estate agents. Try not to be one of them. The time it takes to prepare a sales and collection argument is a time that you will make the most of. This will make you conclude the sale or not.
We would be grateful if you would leave us a comment on this article. Do you know any other type of argument that is used in real estate sales and lacks foundation? We would like you not to tell them. Your opinion interests us. Thanks for