When you attend an online real estate course in British Columbia, your teachers are going to be primarily focusing on the factual and legal side of real estate sales. After all, that’s what you’ll be tested on, and what decides whether you get your license.
However, there are other skills – people skills – which are every bit as important, if you’re going to succeed as a realtor. In particular, one of the trickiest parts of the job is presenting offers to clients who are looking to sell their home. You’ll never know exactly how they’ll react to a given offer, so it’s vital to do everything you can to help make the sale happen.
Our expert staff has some tips on this crucial stage of the process.
Three Tips for Presenting Purchasing Offers to Your Selling Clients
- Meet in a neutral public place
Never present purchasing offers to your clients while they’re sitting in their own home – they’ll be surrounded by reasons to turn it down, even if it’s a good offer. You’ll have much better luck inviting them to brunch or lunch (your treat!) at a relatively nice cafe, or some other public location. Away from their home, it will be easier for them to focus on the business aspects of the deal, without getting confused by emotional concerns.
Plus, if they react very badly to an offer, there’s less chance of them making a scene in public.
- Always be ready for the next step in the process
Before presenting an offer to your client, ask yourself “What if they accept?” and “What if they reject?” Be prepared for both possibilities. Never let yourself be surprised by their reaction. Whatever response they give, you should be prepared to immediately move on to the appropriate next step.
It will make you look more professional and increase their confidence in you.
- Be prepared for anything.
Any real estate agent who says they always know how clients will react to an offer is lying. We’ve seen people turn down once-in-a-lifetime opportunities and seen them accept offers we considered throwing in the garbage unseen. Never make any assumptions about their reactions to offers.
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