There is one solid truth in the real estate industry that every realtor needs to understand. There is no commission made on a sale you almost make. Closing a deal is undoubtedly the most important and often most difficult part of any sale, because without it, no sale actually exists at all. Closing techniques are an essential part of any agent's real estate coaching and training repertoire.
Techniques for closing a deal are often unfairly characterized as sleazy high pressure salesperson gimmicks used to force unsuspecting buyers into making a decision they wouldn't normally make.However this doesn't need to be the reality when it comes to closing a real estate deal and using a technique to close a deal doesn't need to be seen as a negative process to achieving a sales outcome.
You will likely ask yourself, what now.Should you give up on selling the house and move on to another property? Or maybe change your approach in the future? Neither of these alternatives needs to be the case.
In order to sell the idea of a home rather than a house, it is important to think about those aspects that most appeal to people when they think about going home after a long hard day at work. Towards this end its important to cater to the senses. Much of what a person thinks is derived not only from informed opinion but also from what they see and feel in the environment around them.
It is important to understand the primary objectives at hand in order to benefit from any open house situation. The purpose of an open house is of course to sell the house in question; however one would be incorrect in assuming that this is the most important part of the process. First and foremost, an open house is a great way to develop listing leads for properties that may come onto the market in the future.
At the end of the day, the art of closing a sale can be a difficult and subtle science and true to the old saying, practice does of course make perfect. The only way to get better at closing is to attempt it as often as possible. There will of course be many deals that will not close despite your best efforts but persevere none the less.
The apprehension to attempt to close a deal is no doubt strong in the face of failure or rejection for any agent. There is, however, no teacher stricter than failure and asking more often and learning to ask in the right way is important to mastering the art of closing the sale. In order to know how to succeed you must first learn how to fail.
Closing deals smoothly, efficiently and without delay is paramount to keeping everyone involved in the transaction happy. Buyers are given what they need, sellers receive their asking price without delay, and you as the agent are rewarded with speedy turn-around on commission allowing you to pursue other deals. There is no winner and loser in the situation, everybody wins and that is what good real estate coaching and training will help you achieve.
Techniques for closing a deal are often unfairly characterized as sleazy high pressure salesperson gimmicks used to force unsuspecting buyers into making a decision they wouldn't normally make.However this doesn't need to be the reality when it comes to closing a real estate deal and using a technique to close a deal doesn't need to be seen as a negative process to achieving a sales outcome.
You will likely ask yourself, what now.Should you give up on selling the house and move on to another property? Or maybe change your approach in the future? Neither of these alternatives needs to be the case.
In order to sell the idea of a home rather than a house, it is important to think about those aspects that most appeal to people when they think about going home after a long hard day at work. Towards this end its important to cater to the senses. Much of what a person thinks is derived not only from informed opinion but also from what they see and feel in the environment around them.
It is important to understand the primary objectives at hand in order to benefit from any open house situation. The purpose of an open house is of course to sell the house in question; however one would be incorrect in assuming that this is the most important part of the process. First and foremost, an open house is a great way to develop listing leads for properties that may come onto the market in the future.
At the end of the day, the art of closing a sale can be a difficult and subtle science and true to the old saying, practice does of course make perfect. The only way to get better at closing is to attempt it as often as possible. There will of course be many deals that will not close despite your best efforts but persevere none the less.
The apprehension to attempt to close a deal is no doubt strong in the face of failure or rejection for any agent. There is, however, no teacher stricter than failure and asking more often and learning to ask in the right way is important to mastering the art of closing the sale. In order to know how to succeed you must first learn how to fail.
Closing deals smoothly, efficiently and without delay is paramount to keeping everyone involved in the transaction happy. Buyers are given what they need, sellers receive their asking price without delay, and you as the agent are rewarded with speedy turn-around on commission allowing you to pursue other deals. There is no winner and loser in the situation, everybody wins and that is what good real estate coaching and training will help you achieve.
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