In yesterday’s blog post I offered my perspective on the common traits of successful Realtors. Today I outline guidelines for success.
1. Prospect: All the knowledge, intelligence, skill, congeniality and care in the world are meaningless if those who are buying and selling homes are not aware of who you are. You have to prospect consistently or implement a consistent marketing plan if you would like to maintain success as a realtor.
2. Build Rapport: Rapport building is essential. If those whom you contact or market to do not feel that you listen and that their goals are your priority, you are not likely to secure their business.
3. Discover Needs: This is an off-shoot of number two. It’s great to listen and to make others feel important, but it will be difficult for you to help your client reach their goal if you don’t understand their needs.
4. Offer Solutions: If your prospects perceive you to be solution oriented, they will be your client for life.
5. Decision Making: Successful Realtors are very skilled at helping prospects understand that making a decision is almost always in their best interest. Lead them to a “yes” or “no” often, seldom a “maybe.”
What do you need to do to improve your skill in these five areas?
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