What do spelling bee winners and top realtors have in common? — RISMedia
Being a real estate agent is not an easy job (regardless of what you might see on TV). Not only do you have to know the market and keep up to date with paperwork, but you are always available for your clients. However, if you want to succeed in this competitive industry, there are things you can do to help yourself. One of those things is to practice responding to typical buyer and seller objections to feel more confident when they come up in real-life conversations. Practicing these answers will also help your potential clients feel more comfortable choosing you as their agent because they know you’re the expert.
Before you stop reading, think back to elementary school; how many times have you practiced your multiplication tables? How many times have you practiced reciting the states and their capitals? How many times have you practiced spelling bee words? Likewise, practice and role-playing helps you remember and perfect your responses to potential questions and objections.
It is practice makes perfect!
So how can you practice these responses? One way is to find common questions and objections real estate agents face and write down your response to each. You can also role play with a friend or colleague who will play the role of buyer or seller. Role-playing will help familiarize you with your response content and delivery. The more comfortable you are with your answer, the less nervous and anxious you’ll feel when a potential customer makes this objection.
Be your authentic self.
When you put yourself in this situation, there’s a fine line between practicing enough to be prepared for anything that might come up in a real-life conversation and going too far. You don’t want to sound like you’ve rehearsed too much because the person on the other end of your phone call can tell right away. Therefore, it is not only important what you say, but how you say it. Sure, words matter, but so do intonation, body language, and facial expressions. Through role play, these elements become second nature.
Watch other professionals in action.
Another way to practice is to attend real estate industry events. You will likely have the opportunity to hear industry professionals share their experiences and answer questions. Again, this is a great way to get ideas for potential answers and see how other agents are handling tough questions and objections.
The most important thing to remember is that you shouldn’t get discouraged if your first answers don’t go as planned. It takes a lot of practice and, more than likely, some trial and error for it to become second nature. Click here to learn how top producers are addressing the top 5 seller objections.
Fathom Realty currently operates in 35 states with approximately 7,500 agents. Agents enjoy higher net income through Fathom’s 100% commission and transaction fee compensation model, allowing them to invest more money in growing their business. Fathom agents earn equity awards based on their contribution to company revenue and growth.
To learn more about Fathom, click here.