By Sammer Mudawar
Buying and selling residential real estate is one of the most emotional transactions consumers conduct. Understanding client psychology, managing expectations, and using effective communication are the three most valuable skills that a real estate professional needs to develop for a successful career with less stress.
Understand the psyche of your client and your chances of a smooth transaction increase dramatically.
Is the client a standard seller who has lived and raised their family in the home for the past 25 years, but has not done many upgrades? Perhaps prepping this client for the possibility of offensive offers from cash investors will be important to making sure they don’t take things personally, or worse, become unreasonable sellers.
Understanding client psychology is important, however, equally important is they understand your psychology. It is vital to the client relationship that they understand your goals are in-line with theirs, and as a fiduciary you will only represent their best interests. Breaking down the walls in the beginning is one of the best ways to get on the same page as your client.
Here are two examples of how to manage expectations with buyers and sellers. Continue reading »
By Chris Nichols
I just got back from some meetings in Orlando, Florida. There are many beautiful golf courses in the area, and I had the opportunity to drive by Disney’s Lake Buena Vista Golf Course and see this phenomenal golf hole.
Surrounded by water and sandwiched between two sand traps, this hole could easily be summed up as “challenging”! But is it really? Interestingly enough, the green is no different in size than a standard hole without the water and the the sand traps. In other words, it’s not any more difficult to get the ball on this green than on any other green at your local golf course.
Why then, when we look at this hole, do we automatically add the words challenging or difficult to its description? It lies with where our focus is centered. If we are focused on the goal or objective (aka the pin and hole), and not on the visual distractions (aka the sand traps and water waiting to gobble up your golf ball), it’s much easier to get the ball on this green. Golf course designers like to add these obstacles because they understand that the principle of target fixation will distract the golfer and increase the difficulty of the hole.
How often do we allow external challenges, Continue reading »
By Brooke Wolford
You may wondering what science has to do with sales…really what I am referring to is the chemical reaction that happens in your clients brains that ultimately leads them to begin a relationship with you. What mental perception does your client get that triggers a spark?
You can look at the beginning process of a client contacting you for the first time. What initiated their contact with you? There are several levels a client could be at in the process, all stemming from how they initially contacted you.
- They randomly came across your name somewhere, but they really don’t know much about you.
- They came across your name and have done a lot of research on you and are ready to sign a contract with you.
- They were referred by a friend or business partner and may or may not be sold on you yet.
Realistically, you can look into these three things to “get inside their mind.”
The person in #1, it’s still up to you to sell them your services. What you should be doing is researching your competition and finding out what led them to you. You can really figure someone out by their impulse decisions. You can think of it like when someone is standing at a cash register and they end up grabbing something close by the register. Was it just because it was there or was it because they needed it? Continue reading »