The whole process of real estate sales is inseparable from the telephone from the initial call to find the information of customers to the final customer transaction. Here are some telephone skills of real estate agents. Let's learn them together!
1. The purpose of the call
First of all, before answering the phone, the broker should think clearly about the purpose of making this call. Why call the owner? (For example, do you want to know the listing information or improve my ability to make phone calls? Do you also need to know the needs of the person who answers the phone? For example, the owner wants to know how to sell the house quickly and safely. Therefore, when the broker calls the owner, he can first show that he can sell the house quickly and seize the customer's attention.
2. Call it a "goal"
Before making a phone call, the broker should also make clear the identity of the person answering the phone. Who is this call to? Sometimes the broker wants to call the owner to know about the housing situation and persuade him to entrust it exclusively after obtaining the housing information. However, there is no lack of housing information released by non-owners or intermediary peers. There is not much result in following up such houses, but it will waste a lot of time. Therefore, brokers can judge the listing before making a phone call, or search the phone number on the web page to see if it is marked or there is a lot of listing information below. If you are a broker, you can skip it directly without wasting unnecessary time.
Communication theme
As a novice agent, it is impossible to talk too much about outdoor topics by calling the owner. Simple greetings are ok, and there are not many words. If you don't grasp the discretion, it will directly affect the effect of making a phone call. In order to avoid being silent or hesitant when calling the owner, the broker can first list the topics to be discussed and the possible situations, and be psychologically prepared, so that the communication with the owner will be smoother. For example, hello, sir, is the house in your neighborhood for sale? Is it sold now? Why did you sell the house? Wait a minute. In short, talk about the topic you want to get information about, so as to better understand the owner and the house.
adjust one's mindset
In addition, the broker must adjust his mentality when calling the owner and talk to the owner with a positive and optimistic attitude. Even if the customer refuses or the owner speaks poorly, the broker should not have a negative attitude and keep smiling until he hangs up. Making phone calls is also a psychological game. Whoever has a stronger heart can get the information he wants on this phone call.
Real estate sales is a profession that needs to face all kinds of owners and customers. If you are not strong enough and trust the rejection of customers, it is difficult to adapt to this job. Having a strong heart is essential for every real estate agent.
5. The value of calling
Of course, the owner is most concerned about what value you can bring him. What are the advantages of working with you? The value that the average owner wants to realize is nothing more than these:
Can the house be sold safely as soon as possible?
Is the price of selling a house reasonable? Is it higher than the market price?
Will you try your best to serve me after the transaction?
So when you call the owner, first explain his interest, what kind of service you can provide, grasp the key points of the customer, and thus arouse the interest of the owner.
6. Call initiative
Some brokers may think that who can take the initiative and who has the advantage when making a phone call depends on the actual situation. Sometimes listening is more important than speaking. Being good at listening can also get some information from the owner's words and understand the owner's intention to sell the house. Therefore, the key is how much useful information can be obtained from the call. Of course, brokers should grasp the overall idea of the conversation and not deviate from the central idea, so that the conversation is more meaningful.
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