You have a polished listing presentation, comprehensive data from RPR and MarketViewer, answers ready for common questions, and preliminary details about the property. Pair your preparation with these communications skills to make an impression that stands out and helps you win the listing.
从小事做起
Small talk will kick off the meeting on a positive note. Ask about the person’s hobbies or family or recent vacations—or find something in the home to compliment.
问开放式问题
Inquire about the seller’s motivation to sell, what qualities the seller wants most from an agent, what the seller considers the best and worst features of the property, and other topics to help you learn about the seller’s goals.
专注地倾听
Resist the reflex to think about what to say next while the seller is speaking. Focus on what the seller is telling you. Repeat what you heard from the seller to make sure you’re on the same wavelength. Effective listening skills—easy to understand but hard to implement—help you tailor your responses to what the prospect really wants.
留意线索
Pay attention to body language and tone that don’t match what the seller is saying. Crossed arms or averted eyes could be a signal that you should ask additional questions.
让卖方参与
Provide the seller opportunities to ask you questions. 在你要清单之前, find out if there are any items you haven’t covered that the seller thought you would.