Attracting a client is not an easy task. Especially in the conditions of the modern world - oversaturated with information and offers. Therefore, real estate agencies make a lot of efforts to attract the attention of the client - and this is only the beginning of the path to a successful transaction.
Further, all responsibility falls on the shoulders of the realtor. It should interest the client, maintain the high reputation of the agency and bring the deal to a successful and profitable completion. What is the most common reason for clients to leave? What are the fatal mistakes realtors make and how to avoid them? We tell in the article.
Mistake 1. Not knowing the sales funnel.
Many realtors are not interested in marketing and do not know what a sales funnel is - or it is also called a "tunnel". This term refers to the path that a client takes to complete a transaction. The sales tunnel has several stages, at each of which you can lose a customer if you do not pay attention to the simple rules of information processing. What to do? Explore your sales funnel and work around it.
Mistake 2. Realtors neglect the client's wishes.
“I see the goal - I see no obstacles” - this is how one can describe the desire of realtors to sell or lease some profitable object for themselves. And the goal and desire of customers is one of the last places here.
What to do? You are an expert in your work. And the desire of customers for you should come first. Find out its purpose and define the problem and try to solve it. In this case, you will grow in the eyes of the client and earn a good reputation - and this increases the likelihood that your services will be advised.
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Mistake 3. Lack of strategy.
Most often, realtors live for one day and have only one or two objects, which they strive to sell as quickly and profitably as possible. This is where problem # 2 emerges.
What to do? You are an expert in your work. And the desire of customers for you should come first. Find out its purpose and define the problem and try to solve it. In this case, you will grow in the eyes of the client and earn a good reputation - and this increases the likelihood that your services will be advised.
Mistake 4. Realtors say "common" phrases and benefits.
Real estate experts share similar information about properties so often that over time they develop a "working text". But having heard the "general" phrases, the client is not interested and passes by.
What to do? Put yourself in the client's shoes. You first decided to buy real estate and met with a realtor. What is important for you to hear? What information are you interested in? How would you like to be communicated with you? All clients dream of an attentive realtor who will not repeat publicly available information for the hundredth time, but will tell in simple and understandable language about all the highlights of real estate.
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Mistake 5. Overestimating your capabilities.
Often in pursuit of deals, a realtor tries to simultaneously work with a huge number of clients. But instead of success, he only gets overworked, confuses information about clients and, as a result of the deal, breaks down.
What to do? Don't overestimate your abilities. You will not physically be able to interact with more than 30 people. And for this, learn how to work with the database - rank customers, write down comments and their wishes and do not rely solely on your memory. Was the post interesting and helpful? Subscribe to our updates real estate blog and get the latest publications from the real estate agency THE Capital.
