The Real Estate Encyclopedia
Why Do I Need to Listen to My Prospects?
Category - Professional Development - Become a Real Estate Agent
Successful sales people agree that putting yourself in your customer’s shoes is the best way to satisfy their needs. After all, your focus must always be to satisfy your client’s expectations.

Think about a time when you were impressed with the customer service you received. What set them apart? Was it their friendliness, the way they responded, their response time, their reliability, courtesy or all of the above?

In addition, by listening to your prospects, you will learn what motivates them to buy. You will find that becoming an amateur psychologist will greatly enhance your chances of success. Learn to identify the prospects “desires” and not only their “needs.” Once you know their “desires,” you also need to help them set realistic goals within their budget. You want to steer a client toward the home, which they desire, within their financial means. The best way to achieve this is by having the prospect pre-qualified with a reputable lender. Once you know what they can afford, conduct extensive research based on their needs (schools, convenient to their pace of work, shopping) and their desires (type of home, # of bedrooms, style, etc.)

Professional Development - Become a Real Estate Agent
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