It is more difficult to maintain the credibility of your customers than to earn it.
Real estate credibility is not only necessary to do business in this sector; you have to prove it. As a real estate agent you must learn to generate credibility among your clients. Your success in sales depends on it. It is not enough to tell the truth to be credible. You have to express it in such a way that your truth is credible.
Real estate credibility is demonstrated with words and non-verbal communication of our body language. You have already heard it several times: “the important thing in the sale is not what you say; but as you say ”. Conveying credibility means convincing other people that what you say is trustworthy, and you cannot convince them if your message, although clear and logical, is not in accordance with your body expression, (movement of the hands, eyes, body position ,. .) and with your tone of voice.
Your tone of voice is critical to building credibility when you answer the phone, particularly on the first few calls when the customer is most susceptible to your voice and your responses. Telemarketing is so effective, because it creates real estate credibility by using certain words and phrases in an appropriate tone of voice, in certain parts of the conversation.
Managing body language techniques and tone of voice are 2 requirements to gain the credibility of a customer who is going to make a major purchase that will improve his personal, social, family and perhaps professional life.
Therefore, to sell a property you first have to sell yourself as a credible, available, helpful, professional and honest person. When someone asks me about real estate sales techniques, I always tell them that they start by learning how to build credibility. Let's see how to get it.
| Real Estate Credibility: Techniques to Generate It.
Do you want your clients to tell you the whole truth? Do you want your calls and emails to be answered? Do you want to be perceived as a professional? Learn to earn the trust of your customers by selling credibility first.
These are the 7 techniques that help the real estate agent to be perceived as a credible and trustworthy person.
1.- Listen carefully. Listening is not as easy as it is believed in principle. Knowing how to listen with your eyes and ears is a technique that you must learn. Listening proactively is the best way to gain credibility. Your customers will tend to trust you more if you know and have the patience to listen to them. Listening is the first thing that builds credibility.
2.- Present evidence to support your words. An evidence speaks louder than a thousand words. When you sell a property, present evidence that supports facts and especially your ideas, comments or opinions. If you do not have evidence to support the credibility of your ideas, it is better not to expose them. Credibility is not generated only with logic, sentiment is also part of what your client's mind interprets.
Let's say test words are more effective and build trust faster.
For this reason real estate sales dossiers are so important. They reflect "written" evidence about the property. Psychologically something that is written is more credible than something that is not.
For credibility to occur in communication, three essential elements must be combined: the content, what I see and what I hear from this conjunction, the credibility or not of any message that we intend to convey will emerge.
3.- Your body language must be proactive. You must transmit trust and participation on the part of your client. Look into the eyes, smile, speak clearly and be brief, take a relaxed posture, walk calmly and confidently… All these details give credibility to your words.
4.- Be clear and direct with your words. A real estate agent who knows well the characteristics and benefits of the property he is selling tends to be clear, concise and brief. Who knows well what he is selling, answers the questions clearly and safely. Credibility is also earned with your thorough knowledge of the property.
Real Estate Credibility is Earned Little by Little.
5.- Be objective. The life points of your clients matter a lot in the sale of a property. Their perception is their reality and you, as a real estate agent, must consider it, ask yourself why the client has that opinion.
An example of real estate credibility: your client does not believe that the terrace measures 22 square meters. Given this observation, your response is not to contradict the client by telling him that he does have 22 meters. The proper approach is to refer to the sales dossier and check it by measuring the terrace. This action is what generates confidence in your knowledge, because without discrediting the opinion of your client you have verified that he is 22 meters tall.
6.- Be perceived as a professional. Here we enter what is called "offering more than expected." Perception is not the same as reality; but the perception of the client is “his reality of him”. If you give the client something more than what he expects, (privileged information, an interesting fact that will help him buy a property, an additional service that he does not expect ...), you will be perceived as a professional in the real estate sector. How you provide your service also increases or decreases your credibility.
7.- Be aware that every property has its negative side. Never hide the weaknesses of your property, in the long run it will end up being discovered and your client will begin to think if the credibility that you have earned you deserve. Credibility is not earned in a single round, it increases and decreases as the client gets to know you.
Indicate the strengths and weaknesses of your property when showing or describing it. Real estate credibility starts there. Of course, the strengths must be greater than the weaknesses, for this reason the property is appropriate for your client. And it has the price it has.
| Real Estate Credibility: Value and Price.
Credibility is the factor that most influences a real estate transaction. The clearest example is the price of the property. If you are able to demonstrate to the client that the price of the property is lower than its value, you will have gained the credibility necessary to get the client to sign the contract here and now. This is extremely important when selling parcels of land. In this case, credibility is gained by showing the investor what he earns by buying that land.
In this case, it is not necessary to sell the land itself (its characteristics), but rather the business potential for the investor. This is showing real estate credibility at its highest level. Do you understand why many real estate agents consider selling land? Because they don't build enough credibility by just selling features.
Think well how to prove the value of the property before talking to your client. If your argument is full of credibility, (including the 7 previous points), you have the magic formula to sell any type of property quickly. Learn more about real estate at Al Hartman.