Training Article - How To Put A Homeowner At Ease!

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While on a listing appointment, it is very important for you to put the homeowner at ease in terms of securing the listing. The following tips will do just that and increase your odds at getting the listing.

1. You must feel and act with confidence and authority

It is very important for you to send this message throughout the presentation, as homeowners prefer this approach over a carefree, anything is fine attitude.

2. Shake hands firmly and quickly at outset

An effective handshake will add a dimension to your character in the eyes of a homeowner.

3. Smile with genuine sincerity

People simply like people who smile. This is why you need to practice your smile. Also you need to ensure you have a nice smile, with teeth that are white and bright.

4. Make pleasant, non-threatening eye contact

Never stare. Rather make quick eye contact whenever your client is speaking to you.

5. Involve your client

A good listing presentation is one that allows your client to participate in the process. Encourage questions.

6. Listen for what your client really wants

Most people listen to people. In sales you need to listen for people. In other words, listen for what your client wants, such as a quick sale, matching closing dates or limited open houses.

7. Pause Thoughtfully

People like people who listen to them when they give their views. Therefore, by pausing thoughtfully you'll actually be sending the 'You're important to me." message to your client.

8. Answer Questions Openly & Honestly

There's really no other policy for success in real estate sales. And you will never build a referral business any other way. Clients refer friends only to honest, reliable and professional agents they had a good experience with when selling their own home.

9. Keep Your Focus Completely On Your Client

Never daydream when a client is speaking. You must give the sincere impression you are genuinely interested in their views.

10. Discover Your Prospect's Real Needs & Empathize with Them

The real need most sellers have is not the need to sell their home but rather to reduce the anxiety of the sale. Stress your desire to help them make a smooth and profitable sale. Show them by way of testimonies how good you are at achieving this goal.

Training Article Summary

The absolute best way to put your prospect at ease is to place their interests before your own. When you do, they will sense your consideration and respond in kind to you.

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