Know-How Exchange : Strategy

This would be a good question if you were selling roses each evening, to couples dining in restaurants. Or cleaning windshields at intersections with stop lights.

Expecting real estate buyers to make an on-the-spot decision where the purchase is probably the largest one most people will ever make is just silly.

You need to work with both your buyers and sellers to understand their needs and objectives.

Then you have to intermediate between parties where there is a high level of congruence between those needs and objectives.

This is a very complex process. By attempting to make it an impulse decision, you are trivializing it and not helping the reputation of the real-estate industry.

Why do you think it is so important to get an on-the-spot decision?

A couple of decades ago, one of the world's finest sales trainers told me: "When you stop trying to meet your own objectives, and start helping your prospect to meet theirs instead, you will become so stinking rich you will have to buy new bags to carry all your money home."

Hope this helps.

ChrisB

Hello,

Here are some ideas to speed it up a bit:
A successful real estate agent I know always brings her automatic bread baking machine along. As the afternoon moves along, visitors are greeted by the smell of fresh baking bread, this brings up childhood memories of a warm and cozy home.

The results: the oven of the house stays clean and the agent writes a lot more contracts.
Team up with other people in a related industry, eg
mortgage company representative.

Have a psychologist present information on how nervous buyers could relieve stress and anxiety while weathering the process of buying their first home.
A chiropractor presented details on how to correctly life heavy boxes and other ways to prevent body wear-and-tear during a move.

A caterer prepared and served refreshments, and a moving company rep to provided tips on saving money when planning a move. This seminar should prove successful for all involved, with many leads and sales generated for all the presenters.

On the spot is not good, you should build relationships with the customers, that way you will have a better business when you get referrals from them after they are happy with the decision they made.

Carl Crawford

issue a brochure with all the items that you selling and insert it in a newspaper.