The following information is provided by the Center for REALTOR® Development (CRD) .
A sales counseling session takes place at the beginning of your relationship with a current or potential seller customer and is a strategic activity that contributes to a high-quality experience for everyone involved.
The consequences of unprepared sellers can not be overestimated. In a recent article in REALTOR® Magazine, agent Ryan Zwicky outlines some lessons learned in the hard way, one of which was to set the right expectations from the start. Zwicky says: "I've learned that trying to please the salesperson only hurts them in the end, it's better to be completely honest and open from the start."
A counseling session for the seller is a powerful tool when setting expectations. It can be a sit-down meeting in person, a virtual web-based teleconference or even a long telephone call, all supplemented with a print resource to accompany the call. The communication method that you use for this is not as important as your ability to save one-on-one time for yourself and the salesperson to get to know each other better, and to discuss how everything will go
is not one fixed way to run a vendor assistance session, but there are some best practices and resources (for personal use or purchase) that allow you to plan the conversation in advance so that you do not forget every aspect that needs to be discussed. The Real Estate Business Institute (REBI) a subsidiary of NAR, offers sets of customizable PowerPoint® presentation templates to structure the conversation. The slides can be re-organized and adapted to your situation.
For those who want to raise their sales representative skills to an even higher level, REBI also offers its Representative Specialist (SRS) Designation Course online at NAR's Center for REALTOR® Development. . It also offers the course for delivery in a classroom, and a schedule with upcoming courses is offered for you here .
Regardless of the precise structure and exact means used, a counseling session for sellers is an invaluable strategic tool that will help you succeed as a sales representative. Below are 10 reasons why.
- Show your value – The session helps you present your service package by giving you the opportunity to emphasize and explain your business background, your educational qualifications, the extent of your experience and the value you bring to the process. Your expertise and service orientation help your customer feel at ease and take care of it.
- Set Expectations – The session helps you to set expectations so that in the long term fewer surprises (and thus fewer delays and less confusion). The customer will understand their role, your role and the roles of everyone else on the road. Things will run smoother. Smooth transactions lead to more referrals.
- Get on the same page – Because confusion and possible misunderstandings are dealt with in advance and eliminated, the session will help you and your client in the same team to help you work together and not at odds with each other's goals.
- Reducing risk – Because of this meeting there will be fewer chances of confusion, missteps, violations and conflicts. When processes are made clearer from the outset, the risk of turning to enemy or dangerous waters is greatly reduced.
- Explain what you can and can not do – An important aspect of further risk reduction is tackling what you do as the client's interests can and can not do. By addressing this early, there will be fewer or no expectations of the customer or demand that you do something that is unethical, illegal, uncomfortable or simply fishy. You can discuss how agency works in your country and all the required disclosures from the seller. You can also discuss what the REALTOR® Code of Ethics requires from you, your fiduciary duty to your client and what it looks like in daily practice.
- Outlining the process – Your customer will be a customer more calm, confident and cooperative partners once they have a schedule with a big picture in their heads about what the whole process will bring. Do this also for them in the seller's consultation; give them the big picture, 50,000 feet of view. This can be a second nature for you, but for them the whole process can be strange and disorienting. They may not need as many check-ins and you will be less likely to get angry with you if you have explained the whole process in advance.
- Positioning the property – Having an in-depth discussion about the property, its current position on the market and what can be done to improve this position, such as staging (and what can not be overcome), will help you on the road when you and your client have to deal with price reductions, price negotiations, concessions, unforeseen events, multiple offers, deals that fail, and so on.
- Explain costs – Understanding the line items of the different services that customers pay for leads a number of questions, objections, and frustrations, especially when things become a challenge. Having a discussion about costs related to the value of what you do to help the house succeed on the market is the key.
- Gathering Preferences – The seller session session is a good time to gather information to help you understand how your client prefers to communicate and be treated. Do they want to check in daily or weekly, by phone or text message? How would they prefer that open houses be treated? What makes them stressed and what makes them at ease? You want to gather this information to help you serve them in the way that works best for them.
- Providing Resources – The session gives you the opportunity to share resources that the salesperson can take home, go through in detail about their own time and ask questions later. The value of takeaways and reading materials as time-saving educational aids can not be underestimated. The sales guidance session helps you to present and offer this material so that the seller knows that they exist and understands how to assess them.
Consider getting REBI & # 39; s vendor representative for REBI for more information on vendor representatives and sales courses. SRS) Designation . This entire month of March the SRS Designation Course online is offered with a 25% discount on the normal price on our online learning platform – a saving of more than $ 70!
For more information, please visit RISMedia & # 39; s online learning portal from the Center for REALTOR® Development (CRD) and the learning library. Here, real estate professionals can sign up for online professional development courses, industrial appointments, certifications, CE credits, code or ethics programs and more. NAR & # 39; s CRD also offers monthly specials and important updates for education. New users must register for an account.
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