The one-hour follow-up is great habit I must start. I never thought about doing this before but it makes sense. There are plenty of times when I leave a conversation, remembering the question I forgot to ask. Never thought of applying it to my sales. This is very important because it continues the relationship. Sometimes I feel I created a good bond while they are on site, but hard to track down once they leave. If someone left me a messege 1 hour after meeting me I would feel special, and thats the point. Thank you for this lesson.
Selling a mixed use residential development allows me intangibles attached to my building that are great selling tools. All of my street level is retail, not just any retail, but a nail and body spa, a wine shop, a sports bar, a boutique and art gallery. Depending on the prospects lifestyle, I have different amenities that appeal to different people. Nail and body spa, great for someone who works all the time and need to pamper themselves, all they have to do is come down stairs. Didnt feel like stopping at the store but need a some wine, go downstairs and grab a bottle. Like to entertain but don’t want them messing up your house, club house is perfect for that. Selling the intangibles helps create a vision of the their new lifestyle at your development. If they can visualize it, they are emotionally connected.
Being a connector is one of the best tools I can use at my development because it is an artistic, unique neighborhood in Downtown Atlanta which can fit outside of the box of many peoples heads. One prospect came in for a second look, it was perfect timing. As we were going back to my office he was asking me about the neighborhood, a neighbor was walking his dog, at sunset, I kindly introduced them, let the neighbor know the prospects concerns about the neighborhood. I stepped away briefly, letting the neighbor seal the deal. It was the perfect one on one experience from an indirect party that made the prospect feel at ease.
What if they so no when I ask for the sale, has been a small fear of mine, but I have come around. What if they say know, ist not the end of the world, and not the end of the sale. I had to get over that, for me, its just no, right now. Its more of a challenge to find out why they are saying no right now, what am I missing. What right question did I not ask. Its just the beginning.
I have one of those, I’m sure everyone has one of those in their development as well. Mine is a 534 sqare foot studio listed at $99,900. Cute home, obviously small. Originally it was advertised as a one bedroom, which created tons of interest but set the wrong expectation. The home has a great view, a long balcony, it is a limited floorplan, only two in the development. Which each prospect I take to the home I try to create an experience where it is about the view, the long term value, the entire development and it affordablility. I am a believer there is a floor plan for everyone, but with a challenging home I try to build up the expectations of the home before have them enter it. Once the sales presentation is finished, I lead them back to the office to break down the payment for them. It helps because most people coming to view that home is usually in a price point with no wiggle room so I have to get them to understand what that purchase price means plus get them emotionally attached to something, the view, the balcony, the monthly payment. The home is small so it is also important that I give the pointers on furniture placement because it is tight. It is a challenge, I work every angle possible.
The five simple questions that cuts out alot of the guess work. How long have you been looking, how many have you soon, what do you like so far, what missing is what you have seen, and finally if you had to choose today, what would it be? The last question is one I’ve never asked before. I never thought about it, but it is a powerful question. Not only does it let me know what satisfies there wants and needs, but also lets me know my competition before I leave the sales center. I know what to focus on. Really really important, in answering those questions the prospects lets me know how I can tap into their emotions because I know what drives them. These question are a great start to creating emotional urgency. Thanks for the last question.
One customer comes through the door today, she lives in DC, family lives here, thinking of moving back to Atlanta, in for the holiday, I wanted to wrap her up as soon as possible because I had thankgiving on the brian. Reiterating everything back to her before taking her up works best overall in my building, with 27 different floorplans covering a block I don’t like to waste time, also tiring them out in the process, it doesn’t leave a good impression. 1, questioning her wasn’t pulling teeth, so it made the process run smoother, also her mother and sister were there, I need to impress them as much as possible because they would influence the buyer. There is a rendering of my building in the sale center, so people come in the door pointing to a home they would like to see, obviously not knowing what it is like on the inside. So even though the first home I showed her really didn’t fit the overall wants and needs I summerized back to her, I didn’t want to start the presentation with ” I don’t think that would work for you” because I knew I would end with the home that did. She loved it, the master was big enough with an office which was a lovely bonus for a new professional, she graduated from college a year ago. The layout worked downstairs based on her lifestyle, owning a my dev was cheaper than the rent she was paying in DC. Another bonus, mom stated she wanted to bring dad in because they need to downsize, which to me says “we want dads approval as well.” Wrapping things up in the office with appox monthly payment, breakdown of homeowner tax breaks, and fed tax credit, I had to tap into her needs as best as possible and inform her of the benefits as well, while I had her in front of me, since she is heading back to DC soon. I will continue to work her from a distance. Motivate her to move sooner than later. Not a sure sale yet, but a great starting point.
That is a good question. I’ve been in sales since my first job, Basking Robbins. I loved it, everyone leaves happy, especially with ice cream in their hand. From there it was fast food to waiting tables to bartending, I love the instant gratification, the simple smile, nod, or thanks is enough, i love taking care of people. With real estate, it is very personal. Half the people in my family, and I come from a large one, don’t own their homes. They don’t want a mansion, they just want to have something of their own. I want to arm them with as much information as possible.Eventually I want to build a family business in real estate development and sales. Thats what drives me. I believe if you do something you love, money always follows.
Oh, it is totally me. In one of my first blogs I stated I need to change what a believe, and what I do. I have written 2 offers, negotiated both in a week, that is big for me. I know I am doing better than many out there which a major turn around for me from last year. I am using the tools provided to me in sales training and this book. I know I can put in more effort, I am getting there. I now believe with everything in me, it was never the circumstance, it was always me. The last development I sat on-site was tough so I blamed the majority of it lack of success of the economy, the market, the building, the builder. But it was never about them. If I was truly working the sales training of the past, my confidence in my sales skills would have outweighed the entire circumstance. Changing how you see things changes how you do things. I’m still a work in progress.
That is my ultimate goal when I am giving a sales presentation. That is the emotional connection I need. When they start placing furniture, I feel I am 75% there, but it must continue throughout the process. I work to get them involved in every aspect of the home, from paint color, furniture placement, ect. It also helps me to know what items in their current home are most important to them, because if they cannot fit their favs then it will not work. If there is any concern about size of furniture, I end with the models. For me, that can seal the emotional connection to the home. Most people can’t really visualize things until they see it in the model.
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