Build, stimulate and improve the performance of sales teams,
using an approach that is more profitable for the company.
How many real estate brokers have a clear and profitable strategy with regard to buyers? In reality, very few.
Why? Because they tend to function “reactively” rather than “proactively” and they fail most of the time to set the tone in their relationship with buyers.
The main reason is that they don’t ask the right questions in order to properly assess their potential buyers and only take them to see houses which meet 80% or more of their needs and expectations.
Many brokers spend many hours over an extended period with potential buyers (or not) and, often, end up losing a lot of time, due to the fact that they don’t understand these buyers very well and because the latter were not sufficiently committed to them.
During my “How to sell to your buyers more quickly” training module, I suggest that you use one questionnaire for house buyers and a different one for condo buyers. These customized questionnaires contain all the relevant questions to ask purchasers in order to establish their essential needs and their secondary needs. They will allow you to perform much better targeted searches which will drastically reduce the time lost visiting properties that are not suitable for the purchasers. This will bring about a change in your way of planning visits. Using the questionnaire before determining which houses to visit allows you to evaluate fairly accurately the percentage reached for each property in relation to essential and secondary needs. This will result in customers making an offer much more quickly.
This method is new and has never been proposed by anyone else in the real estate field; it is the most effective approach as regards buyers.
In addition, in the courses designed to improve negotiations with buyers, you will learn how to better respond to expressed and non-expressed objections in order to bring buyers to commit themselves more quickly; you’ll also find a strategic approach for introducing the contract to the buyer to maximize your chances of receiving your remuneration when the sale is notarized, which is ultimate challenge for all real estate brokers with regard to potential buyers.
Following this training, brokers who implement the proposed measures will increase considerably their profitability with buyers and lose much less time in wasted efforts.