Seven tips for brokers, to convince tough home buyers

[ecis2016.org] Tough clients are a part of every real estate agent’s job. Here are seven simple tips to follow, for better business with tough buyers

Often, property agents may come across some very tough clients. Here is a quick guide. on how to handle harsh situations while on the job.

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1. Strike the right balance between professionalism and friendliness

Most people like brokers who are friendly and advise them into buying the right property. However, people are unlikely to like any broker who is not professional. With tough clients, a broker must guard themselves by not stepping out of their limits and should cultivate the skills to communicate with clarity.

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2. Talk from experience, bank on your knowledge

A broker’s business is based on experience and learning. You are not just a mediator but also an advisor. A client would, hence, want to be sure that you are trustworthy and have sound knowledge. While guiding difficult clients, back your conversations with facts. You should be able to talk about different aspects of the property you are pitching to them. For this, you must first be sure of what you are saying and that comes from how well read you are about the market. The first thing a difficult client will note about you is your knowledge of the property market you are dealing in.

3. Be willing to listen

Do not rush to convince the client. A tough client will appreciate your patience if you sit down with them, understand their requirements, suggest alternatives and give reasons or solutions. For example, when dealing with a family, try working out the logistics for them. A family would prefer staying close to their child’s school or the wife’s office. In this scenario, is the property that you are pitching in line with their expectations? Most often you may be but there are chances you may not have read their mind. Make an attempt to listen and act upon it.

4. Suggest alternatives

Hearing you pitch the same property over and over again, may put-off a prospective buyer. In case, you have seen that the buyer is not interested in the said property, suggest alternatives to them. Do not be driven only by the commission you make. To establish your business, word-of-mouth recommendations are necessary too and small concessions go a long way.

5. Be ready with important tips for buyers

Your client may be worried about the expenditure he/she may have to incur on purchasing a property. They may look uncertain, even frustrated, which is natural and most often rooted in inexperience. This is the best time to offer help. For example, suggest banks that they can approach for the cheapest home loans or help them understand government schemes that can help save money. Additionally, going that extra mile and helping with paperwork and documentation, will please even the toughest of clients.

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6. Ask for reviews and recommendations

It is a good practice to ask for feedback, once you have closed the deal. If you are maintaining a website for your business, ask a satisfied customer for their recommendation. Over the years, this may be just the thing needed to convince a tough client about your experience and service quality.

7. Be available

Putting off a tough buyer will always irk them. Ensure you are available, when you have committed to be available for them. Tough clients do not entertain no-shows or long delays. If this looks difficult for you, be upfront and ask them to give prior notice before a meeting with you. More than merely trying to please them, your skills and punctuality as a broker will appeal to a tough client.

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