Let’s learn how to turn a no into a yes when making a sale in real estate
When it comes to securing an assignment and gaining the owner’s trust, it is more common to receive negative responses than positive ones, especially if we do not have a network of referrals. However, the key is not to give up, because in future contacts we can turn that initial “no” into a resounding “yes” from the selling client.
At all times, our primary goal is to build trust and establish genuine connections with homeowners, demonstrating a high level of confidence and professionalism. But there are also other factors that can tip the balance in our favor and lead to the much-desired “yes”.
Awakening the Client’s Need
It is likely that, at this time, the seller is not considering collaborating with a real estate agency, as he believes he can handle himself. It may be his first foray into a real estate transaction of this type, which means that he does not know the steps to follow and the possible obstacles he may face in the process.
Therefore, in the first meeting with the client, before going into the description of the services we offer to help sell your property, it is essential to detail the process step by step to achieve a successful sale of a home in the best possible conditions.
Just as real estate agents undergo extensive training to understand the processes of both buying and selling homes when they enter the industry, it is crucial that the homeowner understands the steps they must go through to get their home sold at the highest price, in the shortest possible time and in the simplest way.
Preparing for Possible Objections
However, the reality is that not everything is so simple, and sometimes the client shows resistance to the idea of collaborating with a real estate professional. In these cases, it is common for objections to arise, and we must be prepared to overcome them successfully.
An effective technique is to categorize these potential objections according to their nature. The most common objections are usually related to the price of the property, the fees, the client’s desire to sell on their own, or their reluctance to sign an exclusive agreement with an agency.
In this way, when we are presented with the objection that our services are expensive or that the client is not willing to pay fees, we are ready to
We are able to respond quickly and safely, as both objections are grouped under the category of fees.
Ultimately, the key is knowing how to address and overcome these objections, and we offer the most effective techniques to do so. In the competitive real estate world, the art of turning an initial “no” into a solid “yes” from our seller clients is based on friendly, commercial and effective strategies.
“Leave the Door Open to Future Opportunities.”
What to do if, despite properly handling these objections, the salesperson still says no? We all make mistakes and, occasionally, the client owner may not be ready to make a decision at that moment. For this reason, it is critical to keep an open door that allows us to contact him or her again in the future.
At the present time, the customer may believe they can handle the sale on their own. However, in the future, unexpected concerns or challenges may arise that cause them to seek the reassurance that only a professional can provide.
While in the present the client may not consider working with an agency, what if unexpected circumstances arise tomorrow? That’s when the owner might appreciate a follow-up call.
Analyze your Performance for Improvement
When we leave a meeting without getting the assignment from a client, it’s natural to wonder what we did wrong or why it’s so difficult to get a “yes.” However, instead of focusing on the negative, the valuable thing to do is to analyze what worked well during the meeting with the owner and what we might modify in future interactions. It’s time to adopt a learning mindset.
Then, going into the next meeting, whether with the same customer or a new one, we can implement changes that will bring us closer to the desired “yes” from the customer.
Send Valuable Content
Maintaining constant communication with clients is essential to keep us present in their minds and, more importantly, to change their perception of us. In general, the image of real estate agents in the minds of homeowners is not always positive, partly due to unfounded biases. However, by sending valuable information, we can change this perception and establish ourselves as experts in the field.
But what kind of information might a seller be interested in? This will depend on the stage of the selling process they are in, but we can send communications related to marketing strategies for selling a home, such as photographs, virtual tours and decorating tips. We can also address legal issues, such as documentation and types of contracts, as well as tax and fiscal issues.
Create Informal Meetings
Not all interactions with clients need to take place in their homes or in a strictly business setting. We can also take advantage of other opportunities to connect in a more relaxed and relaxed environment, away from business.
For example, some real estate agents periodically organize events for their clients, such as informative sessions on the process of selling a house or solidarity activities, such as campaigns to collect food, toys or blood donations.
As we know, recruitment is all about building trust, and newly met homeowners may not fully trust us at present. However, over time and through actions that facilitate communication with these vendors, we can establish a solid foundation for a successful relationship in the future.