Real Estate Agent Appointment Tips

A complete set of tips for real estate agents to make appointments for house viewings

When making an appointment with a client to view a house, try not to use a questioning method, but use a selective method to ask questions. Below is a collection of tips for making appointments with real estate agents that I bring to you. Welcome to read.

Questioning style

"Mr. Wang, when do you think you have time to look at the house?"

"Let's take a look. I'll go when I have time."

Selective

"Mr. Wang, are you coming on Saturday or Sunday?"

"On Sunday."

"Okay, I will make a special trip to wait for you."

Welcome customers

No matter how sad or angry you are, as long as you come to the chain store, you will Everyone must smile and speak softly. If you can't do this, you simply don't come to work, so as not to affect your own and the company's image.

When you see a customer arriving at the door of the chain store, you must take the initiative to open the door and give a welcome speech: "Hello, welcome!"

If the customer is watching outside, you can take the initiative to open the door. Say hello: "Hello, please come in!"

If it is raining or snowing, you must also help the customer pack their rain gear, place their clothes and hats, etc.

If it is a customer you are familiar with, you should not just say "Welcome" to the customer. Instead, you should address the customer with a respectful title and give him a cordial greeting.

Each batch of customers generally only needs one person to receive them. If there are a large number of customers, two people can also be responsible for receiving them at the same time, usually one person and one person. Remember: Never more than three people can be responsible for reception at the same time.

When greeting customers, you can pay attention to how the customers came, whether they came by car, what kind of car they drove, or whether they came by taxi or bus, so as to determine the customer's status.

Arrange seating

Invite customers to sit: "Hello, please sit over here!"

Take the initiative to open tables and chairs so that customers can sit. But be careful to pull the chair gently and try not to drag it to avoid making a harsh sound.

Pay attention to space management skills when arranging seating arrangements. It is best to sit on the left or right side of the customer, which will help to shorten the distance between each other. If you are signing a contract, you can sit directly opposite the customer to show solemnity and seriousness.

Due to politeness, you must not sit down before the customer has sat down.

After customers sit down, they should be served tea first. When they are seated, they should not make too much noise. After they are seated, they should not cross their legs or lean on the back of the chair with both hands. This is impolite.

Chilling

After the customer is seated, you should not rush to introduce the situation of the house to the customer. Instead, you should choose to get close to the customer and understand the customer's needs. The best way at this time is to make small talk, which is commonly known as making things happen.

Topics that can be searched for: the other party’s specialties and hobbies, the other party’s advantages, weather, news, and appropriate compliments to customers.

Formal introduction stage

After a brief greeting, you have a certain understanding of the customer, and through the greeting, you have activated your negotiation spirit, close the psychological distance with the customer, and dug out the true potential of the customer. If you really need it, you can choose a house that suits the customer.

Find out the purchase intention

When recommending a house type, you should first find out the customer’s purchase intention, such as the house type structure, area size, floor, orientation, floor, age, and total amount. price, region, etc.

I am both a salesperson and a real estate consultant.

Personal selling attaches great importance to interpersonal relationships. Sales staff represent the interests of the company, but they must also pay attention to the interests of customers and think about customers. Meeting customer needs is the key to ensuring successful sales.

Avoid the important and ignore the light, and use the "negative method" to explain

Some sales staff will blindly talk about how good the house is during the introduction process, but will not talk about the shortcomings. This will make consumers create a sense of distrust. After all, no matter how good a house is, there will be shortcomings of one kind or another. Consumers will quickly discover some shortcomings if you don’t tell them about them. Therefore, salespeople should also talk about the shortcomings when introducing them, but they should learn to avoid the most important and ignore the shortcomings, rather than deliberately hiding the shortcomings. Or over-exaggerate the benefits, but learn to use the "negative and positive method" to offset consumers' dissatisfied attitudes. The so-called "negative positive method" is to first state the shortcomings of the real estate, and then explain based on this shortcoming to prove that this shortcoming is not irreparable.

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