A real estate agent has a difficult job. It’s a job that requires a huge amount of attention to detail. It’s a job that requires the realtor to really think about what their buyers, sellers and tenants want. If you don’t have a great attention span then it’s almost impossible to become a successful real estate agent, and it’s mostly because novice real estate agents are taking the wrong approach when it comes to pitching a property to a prospective buyer.
Understanding dreams
When you invest in property to sell or rent out, you’re going through the same logical thought process as someone who is picking out cucumbers for their salad—you have a dream. The dream of the person buying a cucumber for his or her salad just wants a fresh side to go with their dinner. The person investing in property wants to make money by reselling it after a few developments or renovations. In other words, when we spend money, we dream of the uses we’ll get.
If you’re a parent of two living in a cramped home with your partner, then chances are your dream is to save up money and move into a larger home to accommodate the family better when they grow older. You don’t want your children to be sleeping in the same room as you forever, and that playroom you’ve created for your newborn baby is going to be useless after a while and will require renovations to repurpose it.
If you understand dreams, then you can pay close attention to your prospective clients and understand their dreams too. Why does this smart looking businessman want to rent out this large office? What plans does he have? What do I know about his business that will help me make a sale? And the same applies to families. If you see a couple and the wife has a bloated stomach, then chances are she has a baby coming and you can use this information to your advantage. That couple has a dream of starting a family together, so you should apply that knowledge and sell them that dream.
Selling the right property
Selling a dream is an easy concept to remember, but how can you actually go about doing it? Here is a couple of quick tips that you can follow, but please remember that it varies from situation to situation and no two buyers are the same.
For starters, deduce whether your client wants to invest in a long-term investment and buy a home, or if they are looking for apartments for rent. If someone is looking for a home, then they will either be open to imperfections because they can always renovate the home to how they want it, or they will demand absolute perfection so they get their money’s worth. If someone is looking to rent an apartment, then you want to make sure it’s furnished and has all of the nearby amenities and furniture that they need.
Speaking of amenities, it’s important to pick homes that are close to certain facilities and stores that are tailored for the people you’re selling to. For instance, if you are speaking to a couple that wants to start a family, then you want to pick a location where the nearby schools are highly regarded with nearby childcare services and clubs. If you’re selling a property to a business professional, then think about internet connectivity, public transport and nightlife.
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