It's all about Relationship Selling!

1. Build Up your Relationship with the Client!

As i was discussing in my previous topic, One of the
most important thing to learn when you’re engage in
the real estate business is the process on how to
Mindset your Client. This can be applicable in any
big deals.

At this very moment, you have to build your rapport
to the person you’re talking. At this stage, Find
that common interest in Him/Her. Example, If you find
Golf trophies in his office, Then Praise him with
those achievements. The psychological aspect here is
the reason why the Trophies are being displayed is
they need to be recognized on their achievements.
If you find a picture of the children, then discuss
about what school they are studying? Or find a way
on how you can praise your client regarding the
children or their family. Find a common interest,
maybe school, the course or even sports of their
children.

You are starting yo develop the relationship
with your client now! You're starting to develop the
trust and confidence of the client in you. Your
personality has lot to do on this. The way you dress
up yourself, The way you talk specially on the content
of you talk. The rule of thumb here is, you should
appear to the client as an honest person and very
professional. This way, the trust and confidence of
the client will easily be develop.

2. Sell the Company:

If you own the Company and your company is still
small, You don’t need to worry about it, as long
as you were able to sell yourself to the client.
At this point, still building up the trust and
confidence as far as the client is concern. Tell
the positive thing about the Company, Like where
the Company is heading towards in the next five
years. You should have that mission statement,
This is the main reason why your company exist!
This is the service that you want to offer to
the Market! Once the Market buys your idea, Then,
Trust and Confidence will be build up.


3. Sell the Project:

a. Discuss the location, and sight all of the
advantages on that particular location.

b. Discuss the features and highlights about
your property. The Advantages and thew benefits
that the client will enjoy when he/she buy the
property.

c. Discuss the price, the terms and condition
including discounts if there’s any.

4. Schedule the Project Trip:

The only time you schedule the tripping of the
client to view the project is after he agree on
the price and terms and conditions. Once he
agree, you’re very close to closing the sale.
During the scheduling of trip of the client,
emind him/her to bring a check because the only
time that you can commit the property to the
client is when there is a check issued for the
reservation payment.

You should be ready with the document needed in
closing the sale during the tripping. Once you’re
at the project you’re objective is to close the
sale by getting the reservation money. Once all
documents has been sign and process, then you can
now collect the balance of his/her payment. the
sale is completed.

Thank you,

Peter E. Cadorna