5 Persuasive Ways Buyer Agents Can Win New Prospects

Everybody sells. Whether you are selling cookies or houses, the effectiveness with which you represent your offer will determine whether you close the sale or not. For real estate buyer agents, getting a buyer to entrust the purchasing process to you is how you close more business. If you represent a weak argument, they will not feel confident working with you, costing you the deal. In this article, we outline five ways buyer agents can improve their pitches and close more deals.

Utilize Emotion

Buying a home is a stressful and complex process, especially for new home buyers. As a buyer agent, this is something you need to internalize and weave into your pitch. By conveying a sense of empathy and emotion to the buyer, you help them see the value they will get from working with you. In your pitch, go deeper into details like commute times, schools, and other facilities in the neighborhood and so on. By building emotion into your pitch, you show the prospect you are here to help them realize their dreams and not just to buy a new home.

Focus on Others

No doubt you have impressive stats to rattle off and awe your prospects. While that is great, the reality is they do not care about what you have accomplished in the past. What they care more about is what you will accomplish for them. To sharpen your pitch, focus outward at the prospect and their needs. What are their lifestyle goals? What amenities do they value? What are their tastes and preferences? What is their financial situation? By focusing on these issues, you help reassure the buyer that you are there to serve their needs, not toot your horn.

Be Sincere

Have you ever spoken with someone and you felt completely reassured by what they were saying? The type of person that “wouldn’t hurt a fly?” Well, you need to be that person to your prospects. When they speak with you, they need to feel the sincerity in your words and actions, which does not mean using crafty voice intonations or other devices. It simply means being sincere about what you are saying and doing. In case you are struggling to demonstrate sincerity even if you are sincere, picture yourself speaking with a child who has misplaced their favorite toy. Your prospects need the same level of empathy and sincerity from you.

Communicate Effectively

Communication is king when it comes to closing more deals. Your prospects expect clear, detailed and regular communication from you when it comes to the buying process. By optimizing your communication always to provide this level of transparency, you communicate to your leads that you will be by their side every step of the way. To nail this, focus on first understanding your prospect’s needs, then articulating them and finally, communicating what you will do to help meet those needs.

Address Crucial Issues

“What’s the worst that could happen?” That is a question every prospect silently asks but one which buyer agents neglect to answer. While they may not ask it explicitly, you need to tailor answers for such worst-case-scenario questions nonetheless. What happens if I lose my job in the middle of the process? What happens if I cannot find the right place by the time I have to move from my current place? How do I handle a bidding war with another buyer? You need to address all these issues before they arise, so your prospect knows they can count on you in case things go wrong.