di Salvatore Coddetta , formatore specializzato nel settore immobiliare
Qual' è la strategia più importante che si può impiegare con il cliente venditore? Hai detto, "comunicazione"? Se è così, hai detto bene. Questo suona semplice a molti agenti immobiliari, tuttavia molti di loro cadono proprio su questo punto. È necessario stabilire regolari comunicazioni con i clienti per tenerli aggiornati sullo stato del loro incarico. Ci sono due ragioni fondamentali to do this:
1. when customers do not feel anything, you automatically think two things:
1) are not doing anything to sell their home, and 2) Is there a connection between the fact that you are not doing anything to sell their home and the poor results you're getting. Regular communication is the cornerstone of your current assignment. It 's also a great way to search for references.
2. In about 60-70 percent of your assignments, you will be asked to speak with clients sellers to reduce the selling price of their property. It will be harder and you need more time to convince sellers to lower their selling price itself does not establish regular communications periodically for updates on the status of their assignment.
We strongly advise you to implement two standard systems in your practice starting today. These are:
1. Program in your agenda of regular meetings with the owners vendors, personal or telephone, to update them once a week on the status of their assignment. Make sure your customer receives a standardized report on marketing activities that are done to sell your property so you can review together. Some real estate agents actually write nell'incarico that the customer agrees to meet with the agent once a week to discuss of this assignment, talk about the best marketing strategies for selling the house and the results that you are getting. You (or your partner) should also call the customer to the seller at least once a day each week, in addition to the meetings. If you do not know what to say, you talk about a marketing strategy recently that you just used to sell your home, or the results you're getting.
2. Make a standardized report of marketing activities used. Note the word "standardized". I use this word because it provides, from week to week, about selling the house in a consistent format. The vendors will more easily understand what you are by every week to sell their home. Use a standardized report will also allow you to better manage relationships with vendors to manage their assignments. I have included an example of this standardized report of marketing activities that show you here below. Your report of marketing activities should be divided into two sections as follows:
Section 1: Market Value. Create a simple form where you can show the activity of real estate in the area. The market activity shows an overview of current transactions, pending completion and closed for the area in question. E 'can also show the average time of sale, % reduction in the selling price than the original request of the owner of the seller, the price per square meter, etc.. The real estate agent or the employee can easily generate a weekly basis this data via their MLS.
Section 2: Marketing strategies and results. This section simply lists the marketing efforts you made to sell the home seller and the results of each effort. This list relates directly to the marketing action plan that the seller had promised to implement when you had given the job in writing and exclusive. Be sure to list the strategies they use, results that take you and the comments received regarding the home. For example:
Appointments for sale: the numbers of visits, the second of the visits and comments from potential buyers
outgoing calls to contacts database: numbers and comments
Incoming calls from advertising: numbers Comments and
Any serious buyers or offers: Issues and comments
Wishing your success in real estate,
Salvatore Coddetta , trainer, expert real estate
Final Tip: Salvatore organizes training courses for professionals Estate. For information and registration visit www.formarealestate.it info@formarealestate.it or write to or call 06991969 54
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