5 answers
Leonel
Student
Imperial, California
3
Questions
Asked
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How can i be more persuasive while working in real estate?
I am looking to work with houses and some people say i am repressive but sometimes it does not work and I am looking to be more persuasive.
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5 answers
Rafael A. Soto
Recruiter
3
Answers
Rockaway, New Jersey
Updated
Rafael A.’s Answer
Hi Leonel,
This is a great question. I think Mario already shared some good advice when he addresses that listening is crucial, as is understanding the situation the client is in and increasing your subject matter expertise. Being persuasive in sales is of course beneficial to any type of role that involves commission, but I would recommend reading up on consultative-selling as well as improving on making strong connections with the client. People buy from people they like, and it is especially true in Real Estate. It isn't just a different way to phrase the same type of behavior, its a methodology for providing the best service to a client while avoiding pushing a product that does not benefit them. Consultative selling requires: 1. Active listening, 2. Having an interest in the client (You are excited to get to know them and improve their lives), 3. Problem Solving Skills - You may have to think on your feet when trying to match the needs of the client with what is possible for them, 4. Understanding or Empathy - arguing with a client is the fastest way to lose them, instead educate and inspire them, 5. Offering a mix of options, in the case of real estate of course that may include different types of homes or neighborhoods where the "Middle" option may have been the best fit for the client the entire time, and finally 6. You have to make sure to speak to the clients in a way they can relate to or understand - this could be as simple as having the awareness that you should not bore or waste too much time confusing a client about some details of the house that maybe only a carpenter or plumber would appreciate. Instead, you focus on a "feature-benefit" type of communication, such as : While this floor currently has a half bath, and you were hoping for two full baths total, this bathroom is next to an extra closet which could give you the opportunity to expand it into a full bath when you expand your family or have your parent move in. This could save you a lot of money as an option rather than buying a house with two fully renovated bathrooms".
Of course, like Mario already mentioned, listening is a part of this - because how can you cater to a client when you haven't even heard what they're saying? One simple example that can help relate the difference that this approach brings, may be imagining that you and a loved one are buying a car in Florida.
Dealership 1: The sales person is super knowledgeable and has answered all of your questions which you appreciate. After a short time, you start to realize that the sales person keeps talking about the heated seats and steering wheel feature. You think to yourself, wait, it's 90*F why are they talking about heated seats? You also notice that the sales person keeps turning your attention back to these features when you ask about other features, and you get the sense that maybe the sales person is trying to lead you to buy a car based on the feature you don't care about. Why don't you care about it? Because you live in Florida, and heated seats is the least important thing to you. The likely result is that you will feel uneasy, or like the sales person is just pushing you to buy for his own benefit and overall that is a poor experience. You leave without telling them why you are not buying the car, and you likely don't return to this place agian.
Dealership 2: This sales person is also knowledgeable, but listens more than they speak at first because they want to know what YOU think is important when it comes to your next car. As you go through different cars, and options, you notice that this sales person keeps referencing back to the features you said were important to you and your family and you feel heard. In one instance, the sales person even respectfully points out how a car you thought was really cool would probably not fit the goals or criteria you listed, and he gives you the opportunity to reconsider whether you want to modify those goals based on new information. After that, you realize that the sales person made a sound point, and he's helped ground you back into reality which is a benefit because now you are going to choose from only the options that fit your budget and most if not all the features you wanted. In the end, you buy this car, both because you had a great customer experience but because you've chosen something with the help of the sales person's knowledge - NOT because the sales person convinced you enough that you should just go with whatever they've picked. You are happy with your purchase, and even refer the sales person and dealership to your friends and family, mainly because you felt like you had a good experience and you are confident that you made the right choice.
Keep learning more about sales and consider reading some books that focus on creating rapport (Getting along with a client and making a friend), and also keep learning about the industry so you can establish yourself as an expert that clients can trust. Good luck!
This is a great question. I think Mario already shared some good advice when he addresses that listening is crucial, as is understanding the situation the client is in and increasing your subject matter expertise. Being persuasive in sales is of course beneficial to any type of role that involves commission, but I would recommend reading up on consultative-selling as well as improving on making strong connections with the client. People buy from people they like, and it is especially true in Real Estate. It isn't just a different way to phrase the same type of behavior, its a methodology for providing the best service to a client while avoiding pushing a product that does not benefit them. Consultative selling requires: 1. Active listening, 2. Having an interest in the client (You are excited to get to know them and improve their lives), 3. Problem Solving Skills - You may have to think on your feet when trying to match the needs of the client with what is possible for them, 4. Understanding or Empathy - arguing with a client is the fastest way to lose them, instead educate and inspire them, 5. Offering a mix of options, in the case of real estate of course that may include different types of homes or neighborhoods where the "Middle" option may have been the best fit for the client the entire time, and finally 6. You have to make sure to speak to the clients in a way they can relate to or understand - this could be as simple as having the awareness that you should not bore or waste too much time confusing a client about some details of the house that maybe only a carpenter or plumber would appreciate. Instead, you focus on a "feature-benefit" type of communication, such as : While this floor currently has a half bath, and you were hoping for two full baths total, this bathroom is next to an extra closet which could give you the opportunity to expand it into a full bath when you expand your family or have your parent move in. This could save you a lot of money as an option rather than buying a house with two fully renovated bathrooms".
Of course, like Mario already mentioned, listening is a part of this - because how can you cater to a client when you haven't even heard what they're saying? One simple example that can help relate the difference that this approach brings, may be imagining that you and a loved one are buying a car in Florida.
Dealership 1: The sales person is super knowledgeable and has answered all of your questions which you appreciate. After a short time, you start to realize that the sales person keeps talking about the heated seats and steering wheel feature. You think to yourself, wait, it's 90*F why are they talking about heated seats? You also notice that the sales person keeps turning your attention back to these features when you ask about other features, and you get the sense that maybe the sales person is trying to lead you to buy a car based on the feature you don't care about. Why don't you care about it? Because you live in Florida, and heated seats is the least important thing to you. The likely result is that you will feel uneasy, or like the sales person is just pushing you to buy for his own benefit and overall that is a poor experience. You leave without telling them why you are not buying the car, and you likely don't return to this place agian.
Dealership 2: This sales person is also knowledgeable, but listens more than they speak at first because they want to know what YOU think is important when it comes to your next car. As you go through different cars, and options, you notice that this sales person keeps referencing back to the features you said were important to you and your family and you feel heard. In one instance, the sales person even respectfully points out how a car you thought was really cool would probably not fit the goals or criteria you listed, and he gives you the opportunity to reconsider whether you want to modify those goals based on new information. After that, you realize that the sales person made a sound point, and he's helped ground you back into reality which is a benefit because now you are going to choose from only the options that fit your budget and most if not all the features you wanted. In the end, you buy this car, both because you had a great customer experience but because you've chosen something with the help of the sales person's knowledge - NOT because the sales person convinced you enough that you should just go with whatever they've picked. You are happy with your purchase, and even refer the sales person and dealership to your friends and family, mainly because you felt like you had a good experience and you are confident that you made the right choice.
Keep learning more about sales and consider reading some books that focus on creating rapport (Getting along with a client and making a friend), and also keep learning about the industry so you can establish yourself as an expert that clients can trust. Good luck!
Paul R. Banks
B2B Sales and Partnerships Manager
14
Answers
Palm Springs, California
Updated
Paul R.’s Answer
Being persuasive in real estate is essential for closing deals and achieving success in the industry. Here are some strategies to help you become more persuasive:
1. **Build Trust and Credibility:** Establishing trust and credibility with your clients is crucial. Provide them with relevant information, demonstrate your expertise in the local market, and be transparent and honest in your communications.
2. **Listen to Your Clients:** Take the time to understand your clients' needs, preferences, and concerns. Actively listen to what they have to say, ask probing questions, and tailor your approach to address their specific requirements.
3. **Highlight Benefits:** Focus on highlighting the benefits of the properties you're selling rather than just listing features. Help your clients envision themselves living in or owning the property by emphasizing how it meets their needs and fulfills their desires.
4. **Use Social Proof:** Share testimonials, case studies, or success stories from satisfied clients to demonstrate your track record of success. Social proof can help reassure potential buyers and sellers that you're capable of delivering results.
5. **Create a Sense of Urgency:** Encourage action by creating a sense of urgency. Highlight limited-time offers, impending price changes, or the scarcity of properties in high-demand areas to motivate clients to make a decision quickly.
6. **Provide Solutions:** Position yourself as a problem-solver by offering solutions to your clients' challenges. Whether it's helping them find the perfect home, negotiating a better deal, or navigating the complexities of the buying or selling process, demonstrate how you can add value and alleviate their concerns.
7. **Use Persuasive Language:** Use persuasive language and communication techniques to influence your clients' decisions. This includes framing your messages positively, using storytelling to convey information, and incorporating persuasive techniques such as social proof, scarcity, and reciprocity.
8. **Demonstrate Confidence:** Confidence is key when it comes to persuasion. Project confidence in yourself, your abilities, and the properties you're representing. Be assertive, but not aggressive, in your interactions with clients.
9. **Follow Up Persistently:** Stay in touch with your clients and prospects through regular follow-up. Persistence can pay off in real estate, as it keeps you top of mind and demonstrates your commitment to helping them achieve their goals.
10. **Continuously Improve Your Skills:** Invest in your professional development by attending training sessions, workshops, and networking events. Stay informed about market trends, industry best practices, and new technologies to stay ahead of the competition and enhance your persuasiveness.
By implementing these strategies and continuously refining your approach, you can become more persuasive in your real estate career and increase your success in closing deals and satisfying clients.
1. **Build Trust and Credibility:** Establishing trust and credibility with your clients is crucial. Provide them with relevant information, demonstrate your expertise in the local market, and be transparent and honest in your communications.
2. **Listen to Your Clients:** Take the time to understand your clients' needs, preferences, and concerns. Actively listen to what they have to say, ask probing questions, and tailor your approach to address their specific requirements.
3. **Highlight Benefits:** Focus on highlighting the benefits of the properties you're selling rather than just listing features. Help your clients envision themselves living in or owning the property by emphasizing how it meets their needs and fulfills their desires.
4. **Use Social Proof:** Share testimonials, case studies, or success stories from satisfied clients to demonstrate your track record of success. Social proof can help reassure potential buyers and sellers that you're capable of delivering results.
5. **Create a Sense of Urgency:** Encourage action by creating a sense of urgency. Highlight limited-time offers, impending price changes, or the scarcity of properties in high-demand areas to motivate clients to make a decision quickly.
6. **Provide Solutions:** Position yourself as a problem-solver by offering solutions to your clients' challenges. Whether it's helping them find the perfect home, negotiating a better deal, or navigating the complexities of the buying or selling process, demonstrate how you can add value and alleviate their concerns.
7. **Use Persuasive Language:** Use persuasive language and communication techniques to influence your clients' decisions. This includes framing your messages positively, using storytelling to convey information, and incorporating persuasive techniques such as social proof, scarcity, and reciprocity.
8. **Demonstrate Confidence:** Confidence is key when it comes to persuasion. Project confidence in yourself, your abilities, and the properties you're representing. Be assertive, but not aggressive, in your interactions with clients.
9. **Follow Up Persistently:** Stay in touch with your clients and prospects through regular follow-up. Persistence can pay off in real estate, as it keeps you top of mind and demonstrates your commitment to helping them achieve their goals.
10. **Continuously Improve Your Skills:** Invest in your professional development by attending training sessions, workshops, and networking events. Stay informed about market trends, industry best practices, and new technologies to stay ahead of the competition and enhance your persuasiveness.
By implementing these strategies and continuously refining your approach, you can become more persuasive in your real estate career and increase your success in closing deals and satisfying clients.
Lucas Hoedemaker
3
Answers
Dublin, County Dublin
Updated
Lucas’s Answer
Hello Lionel,
Boosting your effectiveness as a sales representative, regardless of the sector, hinges on your ability to listen attentively. Your goal should be to comprehend your clients' desires and worries, allowing you to adjust your strategy based on the insights you gain from them. Here are some practical steps you can take to hone your listening skills:
1. Encourage your clients to express their views and preferences by posing open-ended questions.
2. Recap the main points to verify that you have grasped their requirements.
3. Refrain from interrupting!
4. Address their worries to demonstrate that you're not only listening attentively but also committed to assisting them in finding their ideal home.
This approach will position you more as a trusted advisor than just another salesperson. You want your clients to feel that you're not merely trying to sell them something, but genuinely assisting them in making the best choice.
Best of luck!
Boosting your effectiveness as a sales representative, regardless of the sector, hinges on your ability to listen attentively. Your goal should be to comprehend your clients' desires and worries, allowing you to adjust your strategy based on the insights you gain from them. Here are some practical steps you can take to hone your listening skills:
1. Encourage your clients to express their views and preferences by posing open-ended questions.
2. Recap the main points to verify that you have grasped their requirements.
3. Refrain from interrupting!
4. Address their worries to demonstrate that you're not only listening attentively but also committed to assisting them in finding their ideal home.
This approach will position you more as a trusted advisor than just another salesperson. You want your clients to feel that you're not merely trying to sell them something, but genuinely assisting them in making the best choice.
Best of luck!
Jesse Idun
Sales
10
Answers
Philadelphia, Pennsylvania
Updated
Jesse’s Answer
Hi Leonel,
Great question! So that I don’t repeat too much of the great advice already shared, I’ll focus my recommendation on the discovery process and learning more about the potential clients that you engage with. While there’s many tips, I’ve found that it’s important in sales to truly understand the wants, needs and desires of the people we work with. In real estate, the best experiences I’ve had have been with agents who took the time to understand my “why” for a property and could then use that information to share relevant insights and knowledge for me. For example, my real estate agent took time to uncover what my wife and I were interested in for a home and knowing parking was a big factor, he found an option that included parking and was a great starter home. It met our needs and we felt great about putting in an offer, despite seeing other homes in the past.
All of that wouldn’t have been possible without him taking the time to learn about us, our needs and why we ultimately cared about the parking (which was around safety given the late times my wife could return home). Good luck!
Great question! So that I don’t repeat too much of the great advice already shared, I’ll focus my recommendation on the discovery process and learning more about the potential clients that you engage with. While there’s many tips, I’ve found that it’s important in sales to truly understand the wants, needs and desires of the people we work with. In real estate, the best experiences I’ve had have been with agents who took the time to understand my “why” for a property and could then use that information to share relevant insights and knowledge for me. For example, my real estate agent took time to uncover what my wife and I were interested in for a home and knowing parking was a big factor, he found an option that included parking and was a great starter home. It met our needs and we felt great about putting in an offer, despite seeing other homes in the past.
All of that wouldn’t have been possible without him taking the time to learn about us, our needs and why we ultimately cared about the parking (which was around safety given the late times my wife could return home). Good luck!
Mario Makary
Country Manager
9
Answers
Beirut, Beirut Governorate, Lebanon
Updated
Mario’s Answer
Just like any sales role, "listening to understand" is crucial. The individuals you're speaking with are likely convinced that they need to purchase or lease a new home. Your job is to truly comprehend their desires, worries, dreams, budget, and so on. This understanding is the cornerstone of building a good relationship and offering a home that meets their requirements.
Drawing from my own experience of buying a home, it's a process filled with emotional and aspirational elements. The ability to picture how the house would cater to my family's needs, how it would provide a harmonious and comfortable living space, and how it would serve as our beautiful sanctuary were all influential factors in my decision-making process.
I trust this advice will be beneficial to you - Best of luck!
Drawing from my own experience of buying a home, it's a process filled with emotional and aspirational elements. The ability to picture how the house would cater to my family's needs, how it would provide a harmonious and comfortable living space, and how it would serve as our beautiful sanctuary were all influential factors in my decision-making process.
I trust this advice will be beneficial to you - Best of luck!