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 effort to attract the attention of the client - and this is only the beginning of the path to a successful deal.
Further, all responsibility falls on the shoulders of the realtor. He must interest the client, support the high reputation of the agency and bring the deal to a successful and profitable conclusion. Why do customers leave most often? What fatal mistakes do realtors make and how to avoid them? We tell in the article.
Mistake 1. Ignorance of the sales surge.
Many realtors are not interested in marketing and do not know what a sales funnel is - or is it also called a "tunnel". This term refers to the path a customer 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 are you? Learn the sales pitch and work based on it.
Mistake 2. Realtors neglect the wishes of the client.
"I see the goal - I don't see obstacles" - that's how you can describe the desire of realtors to sell or lease some object that is profitable for them. And the goal and desire of customers takes one of the last places here.
What are you? You are an expert in your work. And the wishes of the customers for you should be in the first place. Find out its purpose and decide on the task 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 recommended.
Read also: How to draw up a contract for renting an apartment: the main nuances.
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. Hence the problem #2.
What are you? You are an expert in your work. And the wishes of the customers for you should be in the first place. Find out its purpose and decide on the task 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 recommended.
Mistake 4. Realtors speak “general” phrases and preferences.
Real estate experts so often tell similar information about objects that they later develop a "working text". But after hearing "general" phrases, the client is not interested and passes by.
What are you? Put yourself in the customer's shoes. You have decided to buy real estate for the first time 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? 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 one's capabilities.
Often in pursuit of deals, a realtor tries to work with a huge number of clients at the same time. But instead of success, he only gets overworked, confuses information about clients and, as a result, fails to conclude a deal.
What are you? Do not overestimate your capabilities. You cannot physically interact with more than 30 people. And for this, learn to work with a database — rank customers, write down comments and their wishes, and don't rely solely on your memory. Was the publication interesting and useful? Subscribe to our updatesreal estate blog and receive the latest publications from the real estate agency THE Capital.
