Are you having trouble closing a tough sale? There is one important thing you need to remember. Trust. Building trust with a client the most important aspect within any real estate transaction. To complete any deal with a home buyer or a seller, you will want to gain their trust by alleviating clients' three biggest fears. Here are some important tips that will help you alleviate your customer’s biggest fears.
Fear #1: The Customer Won't Get Exactly What They Want
Possibly, your potential customer has had a bad experience with a past contractor or they have most likely heard stories from other people who have heard bad experiences. If someone wanted his/her bathroom remodeled and their contractor attempted to up sell an addition with two bathrooms, a laundry room and a kitchen. Or a contractor left the project halfway, he wasn’t listening or serving the customer. When you get to your potential customer’s home you should question them on exactly what they want. Actively listen to your customer repeat what they said to ensure that you are on the same page. Then prioritize on what they want.
Fear #2: The Customer Won't Get a Fair Price
Possibly, you understand the fear of unfair price and you can eliminate it by following a few steps. You can work with your customer to prepare a budget and then provide a price that falls within that range. By doing this you will have alleviated potential concerns that the price you have offered is too high and you will have alleviated price as a major concern in the project. Help your customer determine the amount they are willing to spend on the project and help them select the materials that will remain within that budget. If the customers are making selections which will affect their budgets, you should tell them. By doing this, you will eliminate any price fears.
Fear #3: The Contractor May Not Complete The Project In Time
When discussing the timeline for a project with your customer, you should discus on how soon you can be able to start, the amount of time the entire project will take, and how some issues may affect that project. Ask your customer whether they have a particular date in mind and if their expectations are not realistic, you should help them come up with a sensible timeline. And to reinforce your customer’s trust, you should stick to your promises. Ensure that you are returning phone calls on the same day.
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