REAL ESTATE TRAINING TIPSTOP TIPS FOR AGENTS BOTH NEW AND EXPERIENCED.

It can be very easy for your attention to spread far and wide across all the activities that are involved with being a real estate agent.

As such, we have put together a collection of tips for real estate agents. Addressing some focus areas to ensure that key areas of your business don't go neglected.

IMPOVING YOUR SALES PITCH USE TECHNOLOGY.Technology has changed extensively over the past five years and many of these advances can be of significant use to real estate agents. For example, portable, battery-powered projectors which are now available can allow agents to present a PowerPoint to clients in their homes using any available clear wall area as a screen.

TELL A STORY.According to Scientific American, humans are hardwired to tell and listen to stories, making storytelling the most effective and engaging way to share information and developments. This can be readily applied to a real estate sales pitch by structuring your pitch with a clearly defined beginning, middle and conclusion which reiterates the main points of your presentation.

CREATE A STRONG FIRST IMPRESSION.The importance of creating a strong first impression when meeting any potential client shouldn't be underestimated. Even if you've met the client before the pitch, it's worthwhile making sure that you're well-presented, completely prepared and arrive on time, if not early, to the presentation..

2

1

3

AVOIDING VERBAL SLIP UPS

1 MISPRONOUNCE A NAME.

2

3

4

Mangling a clients name can come off as offensive. If it is hard to pronounce, just simply ask them politely

MAKE ASSUMPTIONS.Don’t speak with certainty on a topic when relying on personal assumptions. Try stick to topics you are sure about.

EXPRESS YOU NEED THE CLIENT.

Even if you do desperately need a client, it's best not to communicate this as it may cast doubt over your attractiveness to your clients' competitors, a sure way to ring alarm bells instantly..

BACK TRACK.If unsure about the details of any aspect of a transaction, it's best to clarify those details for yourself before returning to the client multiple times with changing or conflicting information.

GAINING MORE REPEAT BUSINESSRepeat business and referrals commonly form a strong customer base for many

businesses. However, often these important channels of business can be overlookedwhen your focus shifts to acquiring new customers.

1

43

2

KEEP IN TOUCH.It can be very effective to send personalised emails or notes to 50 of your past clients each month.

PERSONALISED GIFTS.A happy holidays card, or some recognition on their birthday may go a long way in building a relationship.

SOCIAL GATHERING.Inviting some present and past clientsto an event at your home or office canBuild a community presence.

COMMUNICATE APPROPRIATELY.If your clients are younger professionals, it's more appropriate to keep in touch via twitter, however, if your clients are generally retirees you may find it more appropriate to keep in touch via post.

DEALING WITH

UNSATISFIED CLIENTS

LISTEN THEN ACT.Some agents fail to understand the whole issue at play before rushing to provide a solution, which can sometimes yield negative results in terms of diffusing clients' frustrations.

THANK THE CLIENT.Thanking the client for raising their issue with you may help to legitimise their concerns and diffuse their anger..

EMPATHISE.Empathy can be a powerful tool for connecting with unsatisfied and frustrated clients. However, if used carelessly, empathy can also work to fuel a client's anger. The key to displaying empathy is to be sincere.

FOLLOW UP PROMPTLY & REGULARLY.It is important to follow-up with clients shortly after you've implemented a solution to ensure that they are satisfied with the outcome.

1

2

3

4

NETWORK FOR SUCCESS

1

2

3

OFFER ASSISTANCE.One way you may be able to network for success is by approaching every conversation as an opportunity to provide help - not an opportunity to grow your business. By using this approach you may be able to nurture productive, long term partnerships.

ASK QUESTIONS.Networking isn't just an opportunity for people to get to know you; it's an opportunity for you to get to know people. As such, you may find yourself creating stronger connections if you pose questions to other attendees and don't focus on promoting yourself.

PARTICIPATE.If an event that you're attending offers the opportunity to participate such as asking questions of speakers, this could be a useful way to stand out from the crowd. Other attendees may remember you asking questions and in turn, this could offer a useful talking point while you're networking.