December 5th, 2007
Career Training - Real Estate Agents, How To List At The Right Price
Step 1: Pre-appointment preparation
The work you do before you ever go to the property will set the tone for how you are perceived by the seller. Let me explain. You want to be able to show the seller (not tell them) that you are professional and organized. This will allow you to exhibit leadership and authority People like to be led down the path to a decision, if they value what you say and how you act. This will lay the foundation for the trust relationship to begin. People will do business with people they like and respect, but they have to trust you first. So how do we do this? When you first make the appointment, ask lots of intelligent questions. Questions help build rapport and show the client that you are caring enough to ask about their needs and their particular situation. Here are some examples: