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Closing the Loop and Getting the Sale

July 29, 2013
From Loan Officer Shellie Sexton

From Loan Officer Shellie Sexton

With every customer contact, you can learn a great deal about your market. As a real estate professional, are you utilizing all of the information available to you to close the sale and gain a repeat customer?

Here are three ways that can improve your chances for turning your sales contacts into closed deals:

1. Use what you learn from customer calls. We all know that a successful sales call involves listening more than talking. But strong sales representatives take what they have heard and then let it inform their sales process. Was the client previously with another company and unhappy? Why? What are the hot buttons? Pain points? Biggest worries? Knowing this can help you tailor your sales process to be more in tune with other prospects, too.

2. Get on the same page. Just because a customer calls does not mean he or she is immediately ready to buy or build. If you think they are ready to move forward with the first phone call is assuming their expectations. Instead, ask! Why are you calling today? When do you hope to buy? Have you looked at homes already or visited your lender to begin the process?  How can I help you begin?  Knowing where they are can help you match up your services to their needs.

3. Wait to talk budget.  You can scare off a buyer, or a seller for that matter, if you jump to a discussion on sales price or budget too soon. Instead, talk about the benefits you can bring to the table to help them achieve a home sale sooner or find the home of their dreams.

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