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.
You put up for sale signs, meet the seller, shake hands, exchange pleasantries and send them on their way.You wave goodbye from the driveway, safe in the knowledge that the house is clean and presentable for your impending buyers. However things don't always go as planned. As you'll know, an open house does not always guarantee a sale.
The real estate business is a service based one, and as such, realtors need to view themselves as providing a service to their customers and prospective buyers. Buyers looking for houses are in need. Be it the need for cheap and simple shelter, the need for luxury or the need for a practical home in which to raise their family, you must be the one to fulfill that need for them.
Closing a deal should therefore be seen as the logical next step in the decision making process that comes with buying a new property. Like with any big purchase, people are often hesitant when it comes to buying property. It is this fear a good realtor should work to help overcome.
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.
Perhaps try fragrance the house. The sense of smell is of course the most powerful trigger for memory and stamping the memory of a house into a buyers mind will do much to help your cause. An example of such fragrances could perhaps be scented candles or potpourri.Even something as simple as fragrant cleaning products or even aerosol sprays.
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.
Finally and rather unexpectedly last in the process, the third objective of the open house is to actually sell the house, as you will discover through proper real estate coaching and training. Commission is not paid on an unsold house, and the inability to do so will not result in any profit for an agent. Selling the house is of course important to generate commission and keep the seller happy, but it is also important to remember that an open house can sometimes provide more future opportunity for an agent than closing a deal ever will.
You put up for sale signs, meet the seller, shake hands, exchange pleasantries and send them on their way.You wave goodbye from the driveway, safe in the knowledge that the house is clean and presentable for your impending buyers. However things don't always go as planned. As you'll know, an open house does not always guarantee a sale.
The real estate business is a service based one, and as such, realtors need to view themselves as providing a service to their customers and prospective buyers. Buyers looking for houses are in need. Be it the need for cheap and simple shelter, the need for luxury or the need for a practical home in which to raise their family, you must be the one to fulfill that need for them.
Closing a deal should therefore be seen as the logical next step in the decision making process that comes with buying a new property. Like with any big purchase, people are often hesitant when it comes to buying property. It is this fear a good realtor should work to help overcome.
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.
Perhaps try fragrance the house. The sense of smell is of course the most powerful trigger for memory and stamping the memory of a house into a buyers mind will do much to help your cause. An example of such fragrances could perhaps be scented candles or potpourri.Even something as simple as fragrant cleaning products or even aerosol sprays.
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.
Finally and rather unexpectedly last in the process, the third objective of the open house is to actually sell the house, as you will discover through proper real estate coaching and training. Commission is not paid on an unsold house, and the inability to do so will not result in any profit for an agent. Selling the house is of course important to generate commission and keep the seller happy, but it is also important to remember that an open house can sometimes provide more future opportunity for an agent than closing a deal ever will.
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