One of the biggest mistakes agents make, is trying to sell properties to people who they can get in touch with. Most agents outside of the top 1% give up on trying to contact people who are too busy, don't get back to them, or won't respond in the agent's timelines. To be a good agent, you need to flip that on its head and work on selling to people WHEN IT IS CONVENIENT TO THEM.
The difference working around a clients schedule can make to your total sales for the year is huge. So start amending your schedule and working around your clients. Here's how:
1. Understand people's needs: Do the preliminary research and find out what it is they need. Is the location, the size, the amount of bedrooms, the garden or other things the most important element to this prospect. Drill down on this at the start and find out what their current residence isn't providing, once you know that, focus solely on finding something that fixes that problem for them and push properties to them that solve their current problem.
2. Work around other peoples hours: Never, ever expect people to speak in detail, and openly when they are in their standard hours. Get in contact them when they are out of office hours and have time to talk. The best thing you can do is try to arrange face to face meetings if possible, even if it is only 15 minutes as you can then discuss with the decision makers face to face. Generally more than one person is making the decision so being able to speak to both of them at the same time will work well. It will also be a time they are not bothered and under work stress, increasing their likeliness to ask questions and relax.
3. Be super short, and super simple: People will ask questions when they want more information. One of the biggest mistakes people make is providing too much information at any given time. Therefore, keep it short, simple and direct. This will increase the speed of communication, and if they have further questions they will follow up. Make sure you don't purposefully withhold information as they may think you are being sneaky. Make it evident you are trying to give them the facts without the fluff.
4. Invite them to events in their social time: One way you can sell to a busy person, is to get them when they aren't busy. Therefore, invite them when you know they will have social time and make it a relaxing event. Use the time to talk about business, but in a relaxed manner. Set up events that will be of interest to prospects including property updates, and even movie nights.
About the Author:
Todd Schulberg handles all things marketing for Homely.com.au - Living and breathing property, Todd has a keen interest in the movements in the market and how agents can utilise new tools and technology in order to be more connected. Using all things social, Todd suggests different ways that agents can engage and think outside the square with their marketing approach.