{"id":9550,"date":"2013-06-25T15:31:07","date_gmt":"2013-06-25T20:31:07","guid":{"rendered":"https:\/\/bhgrealestateblog.com\/?p=9550"},"modified":"2024-12-30T11:10:55","modified_gmt":"2024-12-30T16:10:55","slug":"leverage-points-to-increase-real-estate-sales","status":"publish","type":"post","link":"https:\/\/bhgrecareer.com\/bebetterblog\/leverage-points-to-increase-real-estate-sales\/","title":{"rendered":"5 Key Leverage Points to Increase Real Estate Sales"},"content":{"rendered":"

As a real estate professional, finding key leverage points within your business<\/a> is important to effecting positive change. As the industry continues to evolve, so must our skills and sales strategy.<\/p>\n

Identifying and capitalizing on those areas where a small tweak or addition to strategy<\/strong> can make a big difference will accelerate and support sustainable growth.<\/p>\n

Below are five key leverage points to increase real estate sales and ultimately business growth!<\/p>\n

\u00a0 1. Utilize a buyer consultation<\/h2>\n

Today\u2019s buyer has access to just as much, if not more information than we have.\u00a0 Our role has changed and we must now have relevant information not only at our fingertips, but available to share at a moment\u2019s notice.<\/p>\n

The first step to maintaining control over the transaction is to explain the entire buying process<\/strong> from start to finish and how you are going to work with them.\u00a0 What value do you provide and how will a buyer benefit from working with you? Adjust your buyer consultation to leverage an opportunity to build trust and set the tone of the relationship from the beginning.<\/p>\n

\u00a0 2. Be at everything<\/h2>\n

Home inspection, appraisal with comps, closing, these are all events you must attend.\u00a0 Any time there is an activity revolving around the transaction, you want to be a part of it.<\/p>\n

If something goes wrong and the deal dies, the clients will blame you for not giving 100{0a8e414e4f0423ce9f97e7209435b0fa449e6cffaf599cce0c556757c159a30c}.\u00a0 Don\u2019t let that happen and especially not at the closing.\u00a0 I see too many agents allow the client to go to closing alone.\u00a0 This is a huge mistake and definitely a leverage point.<\/p>\n

Closing is the defining moment when your clients get the keys to their home.\u00a0 To secure a long lasting relationship<\/strong> and to show that you care about the clients as much as you do getting paid, you should be there.\u00a0 It is also a great time to get the clients to provide a video testimonial about working with you since they are on the \u201cjust purchased high\u201d.<\/p>\n

\u00a0 3. \u201cThis is it!\u201d<\/h2>\n

That moment when you open the door to show a home and know instantly that this is the house for your buyers.\u00a0 Then you turn and your clients have that same look on their face.\u00a0 That is the \u201cThis is it\u201d moment.\u00a0<\/strong><\/em><\/p>\n

Chances are that if they love it, so will others.\u00a0 Make sure they know that and the possibility for multiple offers.\u00a0 This is an opportunity to leverage your knowledge of the market and swift negotiation skills.<\/p>\n

Remember: If you miss out on getting them the \u201cthis is it\u201d home, you will have a long road ahead of you to make that magic happen again.<\/p>\n

\u00a0 4. Get your clients some Tic Tacs<\/h2>\n

Buyer\u2019s remorse is a problem and it kills deals. The buyers listened to you and paid over asking price to get the home in a multiple offer situation. They are excited and thrilled. Then it settles in.<\/p>\n

They wake up in a cold sweat in the middle of the night worried about everything\u2026the mortgage payment, \u201cdid we over pay\u201d, taxes, \u201care we sure we are ready to own a home.\u201d This is where your buyer remorse pills come into play (Tic Tacs).<\/p>\n

Leverage the value of humor<\/strong> and let them know ahead of time that they are going to go through this series of emotions and how natural it truly is. I liken it to the pre-wedding jitters.\u00a0 Give your clients the Tic Tacs and tell them that they are buyer remorse pills and when they are getting those jitters, to take one of the pills. It\u2019s a creative way to overcome a very real problem.<\/p>\n

\u00a0 5. The power of video<\/h2>\n

This is the most under-utilized tool when it comes to working with buyers.\u00a0 Imagine a multiple offer situation and your buyers want the house.\u00a0 The problem is that they are maxed out at the asking price.\u00a0 How do you tip the scale?\u00a0 Leverage the power of video!<\/p>\n

Take a short video of your clients explaining why they love the house.\u00a0 Show the kids playing in the background.\u00a0 Video the kids picking out which room would be theirs.\u00a0 Use this video while presenting the offer in person.\u00a0 If you cannot present the offer in person, ask if the sellers are available to Skype or email the video as part of the contract.<\/p>\n

Do not underestimate the power of emotions and the ability video has to make an emotional connection when showcasing your buyers offer.<\/p>\n

What leverage points can you build upon in your business?<\/em><\/h3>\n

[ois skin=”Subscribe 1″]<\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

As a real estate professional, finding key leverage points within your business is important to effecting positive change. As the industry continues to evolve, so must our skills and sales strategy. Identifying and capitalizing on those areas where a small tweak or addition to strategy can make a big difference will accelerate and support sustainable […]<\/p>\n","protected":false},"author":181,"featured_media":9554,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[81,141],"tags":[23871,23881,30081,30151,34641,34661,34991],"class_list":["post-9550","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-education-2","category-marketing-and-branding","tag-leverage-points","tag-leverage-points-to-increase-real-estate-sales","tag-online-marketing-strategy","tag-online-real-estate-marketing","tag-real-estate-marketing","tag-real-estate-marketing-plan","tag-real-estate-sales"],"yoast_head":"\n5 Key Leverage Points to Increase Real Estate Sales - Better Homes and Gardens Real Estate Be Better Blog<\/title>\n<meta name=\"description\" content=\"As a real estate professional, finding key leverage points within your business is vital! 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