The One Key to Selling Real Estate

I know it may sound like a derogatory term, but in order to be successful as a real estate agent or broker, you are going to have to sell some real estate.

But that doesn’t mean that you have to sound like Billy Mays with his infamous “ShamWow!” scream.

But it does mean you are going to have to focus on what really gets someone to say yes to what you are offering – your services and the property at hand.

So how do you do that?

Well, here’s the one simple statement to selling real estate (really anything for that matter).

Give them what they want, and you’ll get what you want.

The trick, though, is finding out what they want. So you have to really sit them down and ask them as many questions as possible in order to finely tune your marketing strategy. Yes, you need to ask them the basics like what kind of a house are they looking for, how much square footage do they need, how many bedrooms and bathrooms are they looking for, etc. But more than that, what is the one thing they want the most out of the house.

For some, it may be the kitchen. A large kitchen with an island stove may be the one thing that sells the house.

For others, a large porch may be the ultimate.

Or perhaps, they are looking for something on a lake or beach.

Whatever it is, if you can find out what they want, and scour the area to find it for them, you are going to be the hero in their eyes, instead of the greasy used car salesman that everyone dislikes.

So ask them the questions, and then listen to their answers. Get them prequalified for financing, so you can know how to limit your search criteria, and then go to work building a list of perspective houses, and mapping out a route to show them to your prospects, while saving you the most amount of gas possible.

Like with me, I am marketing Belton real estate, so when I am working with a prospect, I’ll talk to them about the school district, do the prefer Belton or Temple, do they want to be on the north side or south side of town, are they looking for a new home or an older home. Listening to their answers lets me know what they want, then I can hunt it down for them.

After that, all you have to do is take them through the paper work process, and close!