Winning over clients through honest salesmanship

One great way to stand out and land real estate clients is cultivating a reputation as an honest professional. You may think that telling the truth goes without saying, but many people are risk-averse, and likely to be skeptical of the things they hear and observe, especially when it comes from someone working in sales.

One great way to stand out and land real estate clients is cultivating a reputation as an honest professional. You may think that telling the truth goes without saying, but many people are risk-averse, and likely to be skeptical of the things they hear and observe, especially when it comes from someone working in sales.

Hold high standards
As a result, you may be able to do yourself a great deal of good by having high standards in terms of honesty. For starters, consider your context. Are you really out to do what is in the best interests of clients, or are you hungry for the next commission check? If you picked the latter response, reconsider your approach.

People make gut decisions all the time, and this trend includes potential homebuyers. If you are dishonest, or inauthentic, your prospects will likely feel it out, and simply find someone else to work with.

Benefits of telling the truth
On the other hand, if you can tell your prospects - and clients - the truth in a tactful manner, doing so can be greatly beneficial. Obviously, doing so can be difficult at some points. Is your client looking to sell a house after the market just cratered? If so, breaking the truth to them about what the property will actually fetch can be quite the challenge.

However, once they have a better sense of where they are, it will make it far easier for them to make the right decisions. After all, to get to your destination, you must first identify your current location. Then, you can develop a map.

Cultivating expertise
To provide expert guidance, be sure to have the proper expertise. You may be very familiar with the situation of a specific client or prospect, but failing to combine this information with knowledge of the broader market will not deliver the results you want.

As a result, be sure to know your local market thoroughly. To gather the comprehensive information you need, consider working with CRS Data. By working with this resource, you can get what you need, including the latest information on mortgage records and warranty deeds. To learn more about CRS Data, click here.

Once you are armed with this important information, you will be one step ahead of the competition. However, there are a few more tools you can use to succeed.

Avoid over promising and under​-delivering
One part of being honest is never over-promising and under-delivering. If you go down this path, you will quickly see your personal reputation deteriorate. For example, if your client asks you to sell their house within a certain time frame, don't tell them you can provide this unless you know you will be able to do so.

Alternatively, if a client is looking to get an apartment in a desirable neighborhood for a certain price, refrain from making them any promise you can't keep.

While you might be afraid to say no to clients, keep in mind that doing so can be very helpful. If you are simply a "yes man," your client or clients may lose respect for you very quickly. However, if you have the guts to stand up for yourself and tell them the truth, this will make it far easier for them to treat you seriously.

Always be on time
If you show up 15 minutes late for something, you may not think of this minor misstep as a lie. However, what you are telling your client by doing so is that you cannot keep your word regarding where you will be at a certain point. Keeping this in mind should help you hold higher personal integrity.



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