Home Selling Success: Four Real Estate Communication Barriers (and How to Deal with Them)

bigstock-Worried-Estate-Agent-80162576-57a5a0903df78cf459ccd9f2

“Never count on making a good sale. Have the purchase price be so attractive that even a mediocre sale gives good results”-Warren Buffet

 

Anyone who has ever had even the slightest brush with selling real estate properties would be well aware of just how difficult and challenging the endeavor can be.

Even for seasoned professionals in the field such as real estate agents, getting through a client and turning the transaction into a successful sale can be quite a challenging feat. After all, while real estate properties are perpetually in demand, you deal with a variety of acreages and homes that come in a range of asking prices. More importantly, you deal with different clients and how well you communicate with them is pivotal to whether you would successfully make sale or not. Every transaction will be different just as how every client is unique and how successful a particular transaction would be hinged on your ability to convey your offers with your client, how well you can establish rapport with them and gain their trust. Remember, to finally close a deal with your prospective homebuyers and potential clients; there are communication gaps and barriers you would need to overcome and hurdle—some of which would form a complex of communication difficulties of which most real estate agents routinely face.

So, whether you are pitching a deal to your client who is looking for a 1br condo for rent in Makati or elsewhere, you need to be at least aware of what the potential difficulties and impediments you would likely face. This is to ensure that you would be able to address them better. In any case, here is a compilation of typical scenarios and tips that can be helpful in ensuring you bridge the communication gap between you and your client:

 

Lacking interest in the client’s needs

When it comes to a transaction with a client, keep in mind that their needs are paramount. As a real estate agent, it is your responsibility to take time to understand their needs and just how exactly you can give them a deal that would address that. Focusing on making a sale would only drive your client away—especially if you are doing a hard sell. Instead of being so fixated on making a sale, sit down with your client and ask them why they would need to buy a unit first to determine what exactly it is they are looking for. In this way, you prevent the possibility of turning them off on your initial meeting.

 

Lacking knowledge about the projects you are offering

Some may call this a novice mistake, but it is rather surprising how so many real estate agents do not even have the slightest clue about the industry they are or even the projects they are offering. As a real estate agent, you act as the median between your client and the property developer insomuch that you should have sufficient knowledge about what you are trying to sell. When a client asks you questions, you should be able to answer them to their satisfaction. An agent who is unable to address these queries would come off as unprepared and unprofessional and would result in a client losing their trust in them. To ensure that this does not happen, research your product and study as much as much about your industry as you can. Remember, as a real estate agent; you are expected to be somewhat of an expert about what you are selling. So, live up to that expectation by always coming to client meetings prepared.

 

Using real estate jargon

While you are expected to use real estate jargon in your sales spiel, it should only be to a reasonable extent. Keep in mind that your clients have absolutely no idea about what these words probably mean or if they do, they are not fully aware of its connotation. It is only very rare that you can encounter a prospective client who would have an excellent handle on the real estate jargon you would be spewing and would consequently be able to comprehend your spiel. In this regard, you should be able to convey your offer explicitly to the client in such a way that they would be able to understand it completely. Similarly, do not plow through your meeting without stopping every now and then to address your client’s questions. Do not make your spiel sound too over-complicated by peppering it with unfamiliar and technical terms. You may think like you sound professional, but you are not getting anywhere near that sale. To ensure that there is no misunderstanding between you and your clients, take a moment to translate real estate jargons in your spiel. Alternatively, you can offer your spiel as simply as you possibly can. Remember, a client rarely every buys something that they cannot understand. So, remedy that by keeping your pitch straightforward and simple.

 

Failing to focus on what the client is saying

Understandably, you would be handling more than just one client in a single day. In fact, you might have a full schedule filled with client meet-ups daily, and that is reasonable. However, as a real estate agent, you should not let your full schedule distract you from your client meetings insomuch that you would be unable to focus on what a potential homebuyer is trying to tell you in a meeting. Multi-tasking might be something you can expertly execute, but this should be avoided whenever you are with a homebuyer. Concentrate on them and look for tacit and explicit cues in order to give them a better deal. Remember, the client gave you their time, be respectful when they are with you. Stow your phones away and keep it silent. Listen attentively and answer pertinent questions appropriately. By doing so, you would be able to furnish a perfect property deal for your client who would not only appreciate the effort but will likely close the deal with you.

Image source
Advertisements

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s