In changing markets, we often see that we need to adapt to certain conditions to ensure we can get sales across the line for our vendors and keep the days on market below industry average.
Like evolution, it will require a new set of skills and mindset and to be open to adapting strategies to best serve market conditions. The survival of the fittest.
Firstly, some thoughts to consider; do I have buyer management system? If the answer is no, now is the time to level UP the Buyer Experience, remember ‘Rapport Opens Doors’.
We generally focus on the next sale, so we tend to ask questions about where they are moving from to identify if they have a property to sell rather our focus should be to understand their needs to create a foundation that adds rapport, connection, and trust.
The most effective way to service the buyers is come from a place of ‘Help’ rather than ‘Sell’. How can you stand out and make the experience memorable and personal?
Here are a couple of ideas to level up the buyer experience; there is one commodity we can’t replace, and people have a lack of and that is time. Use technology to your advantage by doing a walk through tour of the property with a client before it comes live on the market.
Try using a video call app such as Facetime; this one on one can be an awesome tool with your VIP buyers to connect with giving them something special before the official first open and making people feel not feel like every other buyer and just a number.
Aim to do more private appointments to build more rapport with buyers rather than just sending them through at the designated open home time; another idea is take a video on your smart phone of the property with the features and benefits that match their criteria. Then personally email or text the video with some commentary to invite them as a VIP buyer to the VIP opening.
High Tech and High Touch will help you work closely with buyers to create more interest on your properties leading to more sales but also degrees of separation against the competition. Are you ready to be the purple cow in your market place?
Claudio Encina is a highly regarded Australian real estate coach, speaker, mentor and trainer. With more than 20 years industry experience, including almost a decade as a leading agent in Sydney, Claudio is driven by his passion for helping clients implement proven sales techniques, systems, strategies and skills to increase their productivity and profitability in all market conditions.
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