How much of real estate sale is “sales” and how much is based on properties?
Posted on November 6th, 2009 in Marketing & Sales | 1 Comment »
Imbue asked:
I am interested in a career in real state but I am not the pushy sales type (I've worked in car sales and hated bugging people to buy when it wasn't what they needed or wanted). How much of real estate sales is based on your aggressive sales skills and how much is due to the property and understanding what your customer wants of needs?
Mar vista Real Estate
I am interested in a career in real state but I am not the pushy sales type (I've worked in car sales and hated bugging people to buy when it wasn't what they needed or wanted). How much of real estate sales is based on your aggressive sales skills and how much is due to the property and understanding what your customer wants of needs?
Mar vista Real Estate
One Response
Grundy Il Real Estate
A very good question and I have a very good answer for you.
As an investor I have had to go it alone and sell houses myself, most of the time. I am not a pushy guy. I have had to use agents from time to time and even then the house has sold itself.
There are 2 basic aspects to getting a home sold
1st. Make the house look right. Before I put any house on the market I understand the 3 most important things about preparing a house for sale, and here they are in the order of priority.
1. Curb Appeal
2. Kitchens
3. Bath rooms
I have found that I spend my time and resources making those areas as nice as I can and that is the first step in the sales process. This is at least 50% of the sales process when this is done correctly the house sells quickly when its not it takes much longer.
Now you as an agent can’t control that part completely as they won’t be your houses to fix up but the part you can control which houses you show your client. Learn very specifics about what your client is looking for spend the time to really understand what they want listen to the female primarily as she will be the driving decision for the house.
Once you have listed your clients wants in detail go scout the properties. find the best homes for them based on their description. Keep them in their price range and find them the best and the other half of your job is done. It is always recommended to show them one house that is a little different from what they want as it will cement in their minds what they want and help them more easily find what they are looking for.
The other half of the sales process does require some sales skills on your part. Assisting them in making an offer. Most people don”t know what to offer or how to write it. If they like the house this process goes much easier, but you will still have to work with them a bit.
The real estate sales game is much more a people relations business than it is a sales business. I know many agents that aren’t super aggressive but they are just really good with people and are quite successful.
So I would say in closing that 60% of the sale for an agent is knowing how to read customers and find them what they want 30% is actual sales and 20% is the work of finding the deals for the client ahead of time so you are only showing them what they want.