Salvatore Coddetta, trainer specializing in real estate
The single, central objective in the management of the appointment is for sale to make the buying process understandable and easy for buyers. The more questions you did during the interview skills, the easier the sales process for both you and for buyers. If so, you are on track to sell a home. By following these 5 simple steps will increase your chances dramatically.
Step 1: be well prepared
Preparation is the key to success in this profession. Here are 6 tips to prepare to sell a house
Tip 1: Know what you want buyers. During your last meeting you should have a good idea of \u200b\u200bthe characteristics of the property and benefits from your favorite buyers. Keep lists of features and benefits, available at any time for us to reference. Do not forget to take him to see the houses that meet the reasonable wishes.
Tip 2: be excited to show homes. The enthusiasm is contagious. Buying a home is often an exciting time for buyers, despite their anxieties. The enthusiasm shown by your physical movement and your voice. Get consciously aware of wanting to sell a home buyers and communicate this to your behavior with your enthusiasm.
Tip 3: Ask buyers to take notes. Today will bring buyers to see a number of houses. It 's easy to forget or confuse the characteristics of different houses. Therefore, out with a couple of blocks notes. Draw a vertical line down the center of the first 5 pages or so. On the right side, write up: "Benefit". On the left side, write up: "Disadvantages." Ask your customers to list the things they like more or less for every house they see. Also, ask them to write their views of each home will see.
Tip 4: Have see 3 or 4 houses at a time. Two things happen to buyers when they look at a house: 1) become very tired after watching about 4 houses and 2) confuse the features and benefits of the houses that have seen the same day. Show 4 houses, then tried to sell one of these four. If you can not sell one of these 4, Show 4 more (for another day) and try to sell. Continue this process until you sell a house. Once a real estate agent told me he had sold a house after seeing his customers well done 114! I wonder if these customers were properly qualified.
Tip 5: Tidy up your things. I know this sounds simplistic, but many agents fall here. Make sure the machine is clean and full of gasoline. In addition, make sure you have cash in case you want to stop somewhere for a coffee and discuss the house you saw (if you can not do inside the house). Make sure the battery of your phone is fully charged, or get a second battery. At this point I said enough!
Tip 6: Bring a Offer! Not always the Offer will be made in your office. The most powerful way to sign a proposed purchase is within the house itself.
Step 2: What to do on the way to the house by the agency you want to show the buyer
The goal here is to leverage off the time you're spending in the car. It is a time that you spend in each case, then think about what you can do to
sell a home. Here are 5 tips that will make your trip much more efficient and successful.
Tip 1: go all in one machine. Your goal is to continue to qualify as you drive buyers to maintain control. If you go with two machines will not be able to continue to qualify the buyer. If you are accompanying a group of buyers, make sure that decision-makers are rose with you.
Tip 2: Always show the houses following a geographical order.
sounds simple, but many agents leave out this aspect. Plan your route from the agency to show homes to buyers who intend to follow a geographical order.
Tip 3: If you choose, choose the most scenic way to arrive at the house.
I also talked about this ebook that I wrote with Alessandro Cerroni entitled "How to reduce the time of sale in real estate." Show the best in the area, but not the points in the area above or below the value of the house that you will show to the buyer. If there is a park on the road to arrive at the house, take a ride around the park. If there are shops, hospitals, soccer fields or other areas of interest, passateci with the machine. Use the time in the car with the buyers.
Tip 4: Take time to ask questions in the car.
You already know that asking questions. Remove the list of features that buyers want in their new home and start asking questions about them. Try to limit their priorities. For example, if someone tells you that want to buy a house with four bedrooms, I suggest you ask: "If we can find a house with three bedrooms, but a fair price, would you be interested?" You see the importance of from buyers who are looking for a list of features in a home and encourage them to give priority to these characteristics?
Tip 4: Do not spoken your opinions on the houses you show to buyers.
You've probably seen many of the houses I show you a preview of your business. You can make a statement on a nice big room, but when the buyers get there, they hate it. Allow buyers to make their own opinions. The only thing is, that's right, ask questions.
Step 3: what to do upon arrival at the house
Ok, so you have been asking questions, you've got the scenic route and you have shown the landmarks in the neighborhoods and the habits of the inhabitants of that area of \u200b\u200bthe city. Now you need to get the most from the show home buyers. Here are 8 tips to help the buyer in the purchasing process.
Tip 1: approach the house across the street. You've probably heard of this principle many times in training, but it works. The first impression that buyers are expected to consider the overall picture of the house. Let your buyers have a complete view of the house including the street, the neighbor's house, the 'architecture, landscape, etc.. Stop your car across the street, take a look at the house from the outside to your customers, then take the path and enter the house.
Tip 2: Tell your customers to view the house as if it was intentionally decorated with their furniture. If the house is empty, you may be restored. If you lived could be taken badly. In both cases, the buyers could get an idea if they see it as it is wrong. If necessary, ask the buyers to see the house with no furniture or fixtures
Tip 3: Manage time well. Many buyers when they see a house that he likes to rush to stop it. Normally this emotional view in relation to the house takes about 30 minutes. Around 30 minutes to their emotions will peak and then begin to decline and therefore buyers will start to cool towards the house.
Tip 4: Keep all neighbors when you show the house. A couple of customers at times during the visit, they can divide and look at the house separately. You can work around this by saying to a person who walks away: "Roberto, I'd like you to see this room." There are two reasons to keep your customers close. The first is to maintain control over what they see and how they see it. The second is to observe any "signals Purchase "by all. You're either not appreciating the house and you know it.
Tip 5: Involve your customer emotionally. The parts of a house are generally more emotionally engaging are different for men and women. Women tend to favor the style or characteristics of the bedroom, bathroom, kitchen and dining room. Men tend to favor the external dimension of the court or the countryside, the room in order to obtain an office, wine cellar, construction materials, the driveway or garage. It seems crazy, but it's true for almost everyone.
Tip 6: as income at home, let alone questions. It 's a common mistake to comment on any part of home buyers. You do not know what they're thinking and you could improperly influence an opinion. Instead, ask questions like: "The size of the bathroom are to his liking?" Or "You're already thinking about where to put the furniture and the carpet?". These questions help you understand if the buyer is thinking about his life in that house, that is, if already purchased mentally.
Tip 7: attention to the first thing that strikes the client, then let her review at the end of the visit. If someone enters a house and sighs on the entrance courtyard, take a mental note. After the visit, return to the courtyard.
Suggerimento 8: Fate domande che rafforzare le loro caratteristiche preferite. Prendete il vostro elenco di caratteristiche preferite degli acquirenti che vi avevano completato in precedenza. Come entrate in casa, fate domande circa le caratteristiche di questa casa, rispetto alle caratteristiche che vi avevano elencato sulla carta. Ad esempio, se gli acquirenti avevano messo 3 camere da letto nella loro lista come "alta priorità", chiedetegli (durante la visita): "Vi piacciono le 3 camere da letto?". Al contrario, porre domande per identificare e qualificare nuovamente le caratteristiche in conflitto con la loro lista. Ad esempio, se trovano una casa che ha solo 2 stanze da letto invece di 3, chiedetegli: "Ci sarebbe una house with 2 bedroom which has many of the other features you want. "
Step 4: How to identify signs purchase
identify signs of buying is a skill. You never know when buyers are going to fall in love with a house. Keep your antenna straight at all times.
buying signals come in two forms: verbal and nonverbal. verbal signals can be more difficult to detect, especially when buyers are quiet people. Sometimes he asks a question and get no answer. Do not worry if you have not received any response. The buyer has heard and answered the question, if only to himself. I do not buy signal verbali sono molto più evidenti da notare quando qualcuno è entusiasta. In entrambi i casi, a mantenere un guardare fuori per le seguenti operazioni:
Segnali d'acquisto verbali:
• Gli acquirenti potranno fare commenti partecipativi. Questi sono i commenti sulla casa. Le persone fanno questi commenti quando si vedono vivere nella casa. Questi commenti suonano più o meno così: "Questo sarebbe un ottimo posto per il pianoforte a coda". Qui hai un forte segnale d'acquisto !
• Gli acquirenti inizia a fare domande presuntive. Quando si sente l'acquirente fare queste domande che presumono che egli viva in quella casa, si è in presenza di un forte segnale d'acquisto ! Molte of these questions are a way in which the unconscious attempt to rationally justify the emotion that drives him to buy. Questions like: "It 's possible to transform this space into a home office?" Or: "There is an outlet for the microwave there?"
• Buyers will begin to plan. Have you ever noticed that people visit during the sales begin to measure the rooms, ceilings and other areas of the house? And 'certainly a sign of a hot prospect. Help them to plan. Coinvolgili as possible.
• Buyers will have to comment possessive. People are starting to refer to parts of the house with the words "mine". Have you ever heard comments like: "Questo sarà il mio angolo per lavorare". Ogni volta che senti un commento possessivo, hai davanti a te un acquirente eccitato.
Segnali d'acquisto non verbali:
• Noterete un cambiamento di postura nei compratori interessati. Quando sono emotivamente coinvolti, tendono a stare in piedi o seduti in posizione eretta. Facci caso !
• Gli acquirenti aumentano i loro movimenti del corpo quando sono interessati alla casa. Cominciano a guardare le camere da diverse angolazioni e in generale, girano per la casa più velocemente
• Prestate particolare attenzione alle espressioni facciali. Il Sollevarsi delle sopracciglia, aggrottare la fronte, i sorrisi, gli sguardi curiosi e the smirk. You can easily read people by their facial expressions, especially after having done them a question
• Interested buyers want to revise parts of the house they love. You see them come back to see a bathroom, a kitchen or the room many times. Their interest is definitely not a passenger!
Step 5: What to do at the end of the visit
Ok, so you've spent the last hour, making buyers see the house that you think may suit its needs. Buyers have measured, posed questions and presumptive left all other verbal and nonverbal purchase. What are you doing now? Here are four tips:
Tip 1: ask them what he likes most of the house they saw. With this application you want to remind buyers that are looking at the house: the benefits of the lifestyle it offers. What you get is that buyers are beginning to imagine themselves living in the house. Ask questions of participation and possessive buyers: "The fridge is that you have already bought the right size for the kitchen of this house?"
Instead, explore what areas of the house they have just seen that were less attractive to their eyes. What are you doing? Take note of their objections. These objections will be useful in closing.
Tip 2: Bring buyers to revise the rooms or areas of the house that they liked best. Bring them again to review the area of \u200b\u200bthe house that makes them go crazy! At this point, you can go straight to Step 3.
Conversely, if you perceive that there is a big problem with an area of \u200b\u200bthe house, go there and run the argument right there. In the management of this objection, answer to their concerns, then ask a question. For example, if someone does not like the tile in the bathroom, you can explain how easy it is to change them. Then ask: "Would you be more interested in buying the house if we replace the bathroom tiles with other choices you have?"
Tip 3: Ask buyers if they want to buy the house. If you want a deal, you must ask for the sale! When you see the rye purchase, do not waste time. Tell the buyers: "Gentlemen buyers make a bid for the purchase of the house." Soon I will show you some techniques of closure.
Tip 4: if they are not interested in buying, continues to show up to the houses they buy. It sounds silly? Not if they are motivated and skilled. When you have a good buyer, do not give up until they sell their home.
Wishing your success in real estate,
Salvatore Coddetta , trainer specializing in real estate
Final Tip: an organized courses for real estate sales professionals. For information visit our website or write to us at the address www.formarealestate.it info@formarealestate.it
