2. B2C REAL ESTATE SALES
Meeting Location
• Broker Office
• Potential Home
• Restaurant Establishment
Sales Item
• Single-Family Home
• Condominium
• Townhome
• Manufactured Home
3. CUSTOMER APPROACH
• MLS Database
• Holding an “Open House”
• Personal agent website
• Social Media: online inquiry
• Broker office: walk-ins
• Advertising on rental websites
• Advertising in local rental classifieds
• Passing out flyers in apartment complexes
4. MAINTAINING CUSTOMER INTEREST
Quick Follow-Ups
Active use of Technology
Open Availability
Being Honest
Being Prepared/ Information
Listening/ Accommodating to Need
Presenting Newest Leads
Open Communication Line
5. CUSTOMER DISSATISFACTION/LOSS
• Slow responses
• High rates/ low value
• Too busy/ too many clients
• Omitting facts
• Giving a desperate vibe
• Poor communication
• Outdated website/ listing info
Take
Smaller
Client Loads
Remain
100%
Transparent
Respond
Quicker
(Timely)
Be Patient
(Do not rush client)
6. CLOSING THE SALE
Submit client’s offer to seller
Negotiate for buyer
Meet with buyer at closing location
Prepare contract/ purchase agreement
Discuss
Financing
Title
Home Inspection
Insurance
Fund Escrow
Sign Papers
Editor's Notes
Defining a Good Sales Experience
Kristine Tate
BSCOM/ 386
When meeting with potential homebuyers, an agent and customer have multiple meeting locations available to them. At a broker office, potential buyers are known to walk in and request an agent or more information on the home-buying process. As an agent, I am able to approach a waiting home-buyer and offer my services directly to them. Other meeting places could be at a new home or open house, or at a restaurant or public place to talk property and negotiations.
Working in real estate, there are many places to meet and approach a customer. Holding an open house event brings in potential buyers which allows for an approach. Building a personal sales agent website will have the option of letting the consumer leave their information for me to call them with current listings. Social media and website adverting is a good way to reach out to potential buyers, and passing out flyers in an apartment complex will allow customers to reach me so I can make my initial sales approach.
I would introduce myself, exactly what I do, and who I work for. I would let the potential buyer know what all I have to offer and how I can help them achieve their home buying goals. I would offer to set up a face to face meeting and will bring current listings that fit their family’s needs. I will build their trust and insure that I am there to work 100% for them and get them into their dream home.
I would keep my potential buyer interested by following up with them daily and by sending new leads that fit their search criteria. Picking up a potential buyer is an added touch to let them know you are there for them, care, and are putting in the proper time and effort. Being prepared with the proper numbers like comps in the area, surrounding neighborhood features, home information and dimensions, and any other information that is important for them to known, shows honesty and loyalty that could be irreplaceable. Listening clearly to the needs of the client makes them feel heard and accommodated to, and allows for open lines of communication to flow.
There are many ways to lose customers in the real estate business because agents come a dime a dozen. When a sales person/ agent is slow to return calls, texts, or emails, they can appear unavailable and unreliable which is a red flag to the customer. When an agent is unavailable it can also show the buyer that the agent has too many clients and may be just another one for the books. Omitting facts is not only a legal issue, but causes an agent to look untrustworthy and sneaky. When making such a big life changing purchase, these issues could cause an agent to lose that client.
Ways to counteract these issues may be to take smaller clientele loads, respond in timely manners to each client, be patient and not pushy, and by remaining transparent and honest in all steps of the process. If a customer has any issues, I would ask what they are and address them accordingly, making a promise to do the above changes to regain their business and trust.
When closing a real estate deal, there are many legal steps and processes that must be completed before the final close on a house. Sales wise, an agent would meet with the buyer and discuss whether their offer was accepted, if a counteroffer is needed, or any other details or contingencies are required. The agent and buyer would meet in a mutual setting before the big meeting with lawyers, the seller’s agent, and escrow/title holders. It is the job of the agent to sit with the client and represent them in each process until the entire process is complete, papers are signed, and keys are handed to the new homeowners. An agent would thank the home buyer, and in the following weeks, send them an option to take a survey on the services provided. A seller can include a thank you note or gift to the customer’s new home, and kindly ask the them to refer their friends and family members if they were satisfied.
