Real Estate Agents – Stop Being a Lazy!

Renae Virata | February 20, 2015 | Marketing

Stop Being Lazy And Close That Real Estate DealClosing a real estate dealDoes that title sound a bit harsh? Well, hopefully it did catch your attention. You may be thinking, “C’mon, I have to work so hard to get a good home seller lead or work with buyers. Cut me some slack!” I hear you, I really do. Let me re-phrase: “Don’t waste time during your first meeting– use that time to sell!”

As real estate agents, your time is precious. Only so many real estate listings will hit the market and only so many homes that will fit the bill for any one buyer, so you have to make sure you’re on the move and quickly, or you might miss a great opportunity. Why, then, do so many real estate agents use that precious one-on-one time getting to know the client when they could be asking them important questions the minute they set the appointment?

Many agents say that they want to be different from the competition by providing a personable experience. They imagine their sitting comfortably with a prospective client and “hanging out” over a relaxing cup of joe. I agree, coming off non-salesy will probably win their hearts – but will it win their business in that first meeting?

Another reason is lack of time (an alter ego of procrastination). You have so many things on the day’s agenda to take care of (some that seem to have made their way over from the day before) that setting the appointment is all you have the time and energy to do. Asking questions is what the appointment is for anyway, right?

Well, let’s look at it from the clients’ perspective. Their time is just as precious. If you came to them during your first meeting with solutions rather than questions, they’ll feel as if you are already in their court. Why wouldn’t they move forward with you?

So before you hang up or hit “send”, simply let your prospect know that you want to meet with them prepared with ideas and start firing away your questions. They’ll appreciate your respecting their time and feel like they’re getting some freebie advice up front. (Even though you and I know you’re really accelerating the deal.)

Some questions to ask home sellers:

  • Why are you selling your home?
  • What is your timeframe to sell your home?
  • Why is that timeframe important to you?
  • Where will you be moving to when your home sells?
  • Why is that area special enough that you are moving there?
  • What are some of the challenges you have in selling your home?
  • What questions or concerns do you have about the selling process?
  • What are you looking to accomplish by working with a real estate agent?

Some questions to ask homebuyers:

  • Why are you moving?
  • What are you looking for in your new home?
  • What area are you looking to move to?
  • Are you open to looking at homes in areas outside your target area?
  • Why is this area important to you?
  • What are you looking to accomplish by working with a real estate agent?
  • What timeframe are you looking to be in your new home by?
  • What will happen if you aren’t in your new home by then?

These are just a few of the many questions I’m sure you can come up with.

Remember: Developing a relationship and discovering their motivation is very important, but don’t sacrifice knowledge for a pseudo-friendship. You can still be personable in your meeting, but now you have that business edge, too. And you’ll save more time in the long run by getting your research done from the start so that all your prospect has to say when you meet is “yes” or “no” to working with you. Be the agent that gets the deals done sooner – before someone else beats you to it!


« »
Renae Virata