Hey everyone, what are the top reasons buyers want to hire REALTORS? What do buyers value most? Well, here are the top three reasons according to an NAR study.
The primary one, unsurprisingly, is assistance in finding the right home. It's consistently at the top.
What might catch you off guard are the next two reasons, both tied to negotiations. Second is aiding buyers in negotiating sale terms, and third is assisting with price negotiations.
Two-thirds of the top reasons revolve around negotiation.
When engaging with buyers initially, agents often overlook discussing negotiation. How can I prompt buyers to choose me, armed with this data? Well, one effective strategy is to showcase successes on social media. For instance, if I help buyers secure $10,000 in closing costs or credits from the seller, why not share that after closing? Highlight the journey—viewing 10 homes, narrowing down to two,...
Hey everyone, with the recent Sitzer Burnett lawsuit and NAR's loss, even though there are pending appeals, how should we adjust our approach to working with buyers? Waiting for the appeals isn't an option; we need to change right away.
So, what should we change? We must revamp our tactics and strategies. Today, I want to discuss a couple of key elements that should be part of your buyer presentation.
A common question from buyers is, "Why pay a buyer's agent a hefty sum to search for properties on the MLS when we can do it ourselves on platforms like Zillow or Realtor.com?"
This is a valid concern. To prove our value, we need to show that we bring a lot more to the table. In your buyer presentation, just like a listing presentation, there are crucial points to cover.
When it comes to the property search, it's not just about using the MLS. We go above and beyond. I emphasize that we leave no stone unturned. I mention that, of...
A well-designed, user-friendly, and informative real estate website is the first stepping stone to establishing a lasting relationship with clients. A website that provides valuable information and resources to clients can help to establish your credibility and professionalism. Ensure that your website is visually appealing, easy to navigate, and constantly updated with relevant information.
Social media platforms offer a powerful avenue to connect with clients and keep them...
I recently learned a powerful technique from a top real estate agent:
It involves using specific language to handle objections.
Here's what I mean:
Instead of responding with "yes, but," I want you to rephrase it as "yes, and."
This simple shift can have a profound impact on your client interactions. For example, if a client tells you they want to hire a different agent, instead of saying "yes, but," try saying "yes, and I appreciate your honesty. I'm curious to understand your reasons for making that decision."
The magic of this approach is that it changes the dynamic and encourages open dialogue.
When a client expresses dissatisfaction with a property, rather than responding with "yes, but," respond with "yes, and."
Let's say that they think the house doesn't have a big enough backyard. You can say: "yes, and I understand your concern. On the other hand, there's a lovely park in the neighborhood that might...