Selling real estate is all about emotions. You are talking to people about the largest single purchase they have ever made and are ever likely to make. In addition what they are buying is usually their very home, their place of refuge from the rest of the world. As a real estate seller you are the person who is going to guide them through the process and enable them to become happily involved in their dream home. People buy things from people they know, like and trust. As a seller of real estate you must first sell yourself. If you do that, the rest will follow.
To sell yourself you must have someone to sell to. You must cultivate prospects. The fastest road to credibility is by referral. If you have a happy customer who is willing to refer you to his or her friends, family and acquaintances you are more than half way there. You must ask for referrals. Let your happy customer know that referrals are very important to you. If you have just concluded a good transaction they will be glad to help. Get names and phone numbers and leave several cards with your happy customer so that she can give them to the people she forgot to list. Be sure to say something like, be sure to invite me to the house warming. If you get invited you can have a chance to distribute few cards and meet some people.
If you are new in the business and don’t have many customers do the same with friends and acquaintances who know you, like you and trust you. Also be sure these business allies have several of your business cards and that you have encouraged them to pass them out.
Building a business is not a passive activity you must be aggressive about letting people know what you do and how to contact you. Your business card is a very important tool for accomplishing this goal. In my book Turn Your Business Card Into Business I provide many tips and tricks of how to make better use of your business card. Visit http://www.businesscardtobusiness.com for more information .
Selling real estate has changed in the past few years. In the current market you must be willing to reach out to your potential customers. Buyers are tentative and want to be sure they are getting the best deal and being treated fairly. You must be able to reassure them.
At your next open house concentrate as much on selling yourself as you do on selling the house. Be sure you speak to every person on one topic not related to the property and be sure every person leaves with your business card. Get their contact info and follow up. In this way you build rapport, gain trust, and begin to grow your business.