#4 – Be In The Know
Half the battle of winning on a listing presentation or hanging on to a good buyer is to exude confidence and appear knowledgeable. Potential clients want to feel confident that you either have all of the answers or you know where to get them.
Know Your Competition
Find out what your competitors are up to so you know how to compete. What are they offering sellers in a listing presentation? Overcome any obstacles presented by your competitors in your listing presentation. Hit them head on. Make sure that what you are saying is better!
Know Your Customers
The only way to give them what they want is to know what they want. What are the biggest complaints you hear from people who have bad experiences with realtors? Don’t make the same mistakes! Listen, listen, listen twice as much as you talk. Make sure that you are hearing their needs and wants. Ask questions to be sure that you understand them.
Know Your Value Proposition
What makes you unique? Why would anyone want to use your services ahead of any other agent? Perhaps it’s an aggressive marketing plan, or a promotional offer. The only way to convince people of your value is to know what it is yourself.
Know Your Market
Stay abreast of the dynamic market by attending sales meetings, reading industry reports, following economists, politics. Know what development is happening in your territory.
Know Your Product
Attend property inspection tours. Be knowledgeable on as much real estate on the market as you can be. Sometimes a quick answer about a property will help you to secure that relationship with a potential client.
Much of this knowledge comes with experience but a lot of it comes from doing your homework. Be prepared. Wow those sellers and buyers and you're on your way to becoming a top producer!
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