Mar

18

Real Estate Agents: Salesmanship

Filed Under Sellers & Buyers | Comments Off

So what does it take to sell a home? Some fancy pictures on a bunch of websites? A virtual tour of the home on the internet? Open houses? An advertisement in the paper should sell it, right? Other agents (most homes get sold by fellow agents who bring a buyer).

All of these things help certainly. It does take a combination of many things to make a deal happen. A few of the “not so obvious” ways that deals happen have a lot to do with the salesmanship of a real estate agent.

Salesmanship has a lot to do with knowledge of the product being sold. Additionally, trained sales people know that follow up is key to moving product. You’ve got to call back and make sure the client understands the benefits of why the product is so good. In this business, there’s no exception. Reminding buyers that something’s still on the market or that the price has changed are key to keeping the word out there that the product is still available, perhaps even at a reduced price.

Communication with other agents is also important. Since most transactions involve two real estate agents (a listing agent and a selling agent), the more agents know of your listing, the better! Networking with other agents during any opportunity is helpful. I know that I’d like other agents to remember who I am so that when we talk about a deal, the feeling is relaxed and we can all feel somewhat at ease. I never want to damage any professional relationships. That’s bad for business.

This is my personal policy. There are many agents out there that don’t seem to think there’s a problem with not calling a colleague back. They forget or they just don’t call back. This is a huge deal killer.

So salesmanship has everything to do with communication. If you’re not a communicator, then getting a deal done on behalf of the client (who doesn’t care about anything other than getting the best deal they can) is probably going to be tougher than need be. Organized follow up with contacts and regular communication with colleagues go a long way toward being a good real esate salesperson.


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