Have you ever worked with a seller who became upset when you suggested a price adjustment? What about a buyer who became frustrated about the selection of homes available in your market? Regardless of whether you’re working with buyers or sellers, objections are part of the real estate industry. However, objections are opportunities in disguise and give you the chance to exhibit your professional communication skills and expertise. If handled correctly, you will not only win the transaction, but you may also gain an advocate. Real estate professionals use the L.I.M.S. (Listen, Isolate, Mirror, Solve & Close) formula to help you overcome the common objections of buyers and sellers. Continue reading
Your current buyers are the best source of leads. Since you’re actively working with them on a transaction, you’re in the forefront of their minds. As their real estate professional, your primary motivation is to help them find and finance their home purchase and offer them the best quality service so that they will use you again in the future or recommend their family and friends to you.
Working with buyers provides you with a great opportunity to demonstrate your skills as an agent, develop trust with the buyer and create an advocate for your business. Most buyers are looking for their dream home; a place the meets all of their criteria within a reasonable price range. They may not realize that buying a home is a process of elimination, not a process of selection. Continue reading