Today we are going to work through full transaction for a buyer and a seller. By the end of our meeting, you’ll know how to meet your first client, create a strategy to help them reach their homeownership goal, and get them all the way through to closing.
Somethings to remember when meeting any client:
- Everyone is looking to be and feel heard. Make sure you listen actively.
- You are in charge here, but your goal is to make the client feel like they are leading the conversation.
- Speak slowly to people who also speak slowly.
- Speed up your cadence with people who talk quickly.
- Don’t rush.
- Ask open ended questions
- Set clear expectations of the whole process up front. Revisit them often.
Value your client’s time more than your own. Manage time for the both of you well. Learn when to move things along, and when to give more time.
You are a salesperson, the time may come when you need to ask for the sale, that time is not usually within the first few minutes of meeting someone. And it can possibly be occur at the very first meeting. Pay attention and be assertive where and when it is appropriate.
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