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Being a real estate broker is not an easy feat. Property is not something that can be bought impulsively, and buyers take a lot of time thinking it over before doing so. Selling real estate is social work and effective communication skills is a must in order to close a sale. Here are seven communication tips you can work on to apply on your next sales pitch:
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Be Prepared
Never go to battle without a plan. Remember that preparing is helpful in keeping and following through with a mindset that you are ready to commit to your work and to your clients.
Your clients are going to ask a lot of questions regarding real estate and it’s best that you answer them with facts and with full confidence. Clients, especially those who are first time property buyers, are going to be heeding your advice regarding the property, the market, and even those outside of your scope as a broker.
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Listen, Repeat, and Ask Questions
Always make sure to give your clients your full attention whenever you are with them. It might seem insignificant to you, but this helps make the client feel that they are your top priority and that you are not only concerned about selling property. Repeating what they say can help you retain in your memory what their needs are, and it gives a lasting impression that tells them you are serious about getting them the right property ¹.
Never assume you already know what they want. Listen to what they have to say and be genuinely interested by asking them questions. This way, you can offer them different options that are well suited for their taste and the faster they know their options, the faster you can close a sale.
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Be Mindful of Your Body Language and Facial Expressions
Arms crossed on the chest conveys that you are closed-off and hard to approach, and fidgeting can come off as boredom. Clasping your hands behind your back may mean that you are anxious, and a tilted head can mean hesitation or disapproval. Eye movement also say a lot about how a person is feeling. When a person blinks too much, this often means that they are nervous. Prolonged eye contact, on the other hand, can feel threatening.
Make sure to keep a good balance with your body language and facial expressions. The things you don’t verbally say still speaks volumes. Learn how to read body language. If you notice that the client is copying your body language during conversation, this usually means that the conversation is going well and that things are going great.
Just stand straight, and let your shoulders fall. Keep eye contact and break it off occasionally. Keep your hands at your sides. If you’re not sure what to do with them, bring a folder, a clipboard, or some brochures but avoid putting them over your chest. Relax, breathe, and smile.
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Don’t Use Industry Jargons and Abbreviations
It might come easy for you to use industry jargons or abbreviations but avoid using them when you are with clients. Not a lot of people are familiar with terms such as “easement” or “tax declaration”, and it is best to assume that your clients have minimal knowledge about this. When using these jargons, make sure you graciously explain them concisely and briefly.
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Share Personal Experiences
Get closer to your clients by sharing anecdotes or stories of your experiences with past clients. Adding personal touches through sharing previous experiences lets your client know that you’re easy to be with and lets them know that you have had enough professional experience that you are sure you can provide them what they are looking for.
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Practice Your Written Communication Skills
A lot of brokers tend to look over their written communication skills and forget that it is just as important as their verbal communication skills. At this age and time, you and your client will probably be conversing often through e-mails or text messages. It is important that you learn to convey what you want to say clearly through writing since tone is hard to detect in e-mails or text messages. Make sure you proofread your e-mails and guarantee that you still sound professional.
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Stay in Touch, But Know Your Boundaries
Keep constant communication with your clients and ensure that your channels are always open. Follow up on your clients but ensure that you message or call them at reasonable times. Avoid messaging them late at night, and always message first before calling. You want to seem communicative and open, never pestering.
Whether or not you close a sale, you know you have communicated with your clients successfully when they feel happy and well taken care of. If clients are happy, chances are they’d refer you to others. Learn more on how to nurture your clients by clicking here or here.
