Real Estate Agents - List More, Close More, Settle More This Year
In commercial real estate, you are always closing whether it is for listings, meetings, or deals.
One of the critical phases of the job is closing for meetings and future opportunities.
Frequently this is done across the telephone.
This means that your telephone dialogue must be excellent and well-polished.
To convert more commission, you should be an expert in the closing skills that you need.
Practice is an essential part of that process.
When you practice your dialogue, you convert more meetings and more opportunities.
Inexperienced salespeople tend to leave the closing process to the very end of the discussion.
They simply put all of the leverage and opportunity into one final question.
More often than not, the process fails.
They have not prepared the ground in the conversation for a quality close.
When closing in commercial real estate be it for leasing or sales, it is far better to create a series of small closes through the discussion.
These are minor agreements on things such as marketing, inspection strategy, method of sale strategy, and the timing of the promotion.
When you take the client through a series of small steps and small agreements, the final question of listing the property with you is less threatening.
It's go back to the point mentioned earlier regards the quality of your dialogue.
The better you are at using words and phrases, the more business you will convert.
This is a personal skill which can be enhanced by practicing your dialogue and voice.
To do this, the best process is to read a book aloud for half an hour each morning prior to leaving for work.
This simple and yet disciplined process elevates your personal skills with words and the mental agility that you require when negotiating.
So the closing process is a simple system:
When you work towards a discussion, negotiation, and closure through these windows of opportunity, you will make more of the deals that you need.
One of the critical phases of the job is closing for meetings and future opportunities.
Frequently this is done across the telephone.
This means that your telephone dialogue must be excellent and well-polished.
To convert more commission, you should be an expert in the closing skills that you need.
Practice is an essential part of that process.
When you practice your dialogue, you convert more meetings and more opportunities.
Inexperienced salespeople tend to leave the closing process to the very end of the discussion.
They simply put all of the leverage and opportunity into one final question.
More often than not, the process fails.
They have not prepared the ground in the conversation for a quality close.
When closing in commercial real estate be it for leasing or sales, it is far better to create a series of small closes through the discussion.
These are minor agreements on things such as marketing, inspection strategy, method of sale strategy, and the timing of the promotion.
When you take the client through a series of small steps and small agreements, the final question of listing the property with you is less threatening.
It's go back to the point mentioned earlier regards the quality of your dialogue.
The better you are at using words and phrases, the more business you will convert.
This is a personal skill which can be enhanced by practicing your dialogue and voice.
To do this, the best process is to read a book aloud for half an hour each morning prior to leaving for work.
This simple and yet disciplined process elevates your personal skills with words and the mental agility that you require when negotiating.
So the closing process is a simple system:
- Set the target of the contact so it is clear in your mind.
- Create a conversation with a series of smaller questions which lead the customer through smaller decisions and agreements.
- Always listen to the feedback that the client gives you so that conversational adjustments can be made towards your ultimate target.
- Any questions or comments from the customer should be expanded on through your further interest and qualifying questions.
Encourage the client tell you more about their opinion or the challenge.
More often than not they will give you the solution if you ask the right questions. - The process of checking and confirming through the conversation is a simple non-threatening closing process.
- End each contact or meeting with an agreement for a specific action by you.
You must be the action taker to move things ahead.
When you work towards a discussion, negotiation, and closure through these windows of opportunity, you will make more of the deals that you need.
