2. 07/15/13 2
Buyers, irrespective of the kind of
property they are buying or
renting, expect some basic things
from a realtor. Knowing these
‘buyer needs’ helps the real estate
agent to be successful in handling
transactions, getting more sales
while saving on total time spent.
3. 07/15/13 3
Immediate Response
As a real estate agent you need to make
your response time, when your
prospective buyer calls or emails, as
quick as possible. If the buyer doesn’t
find you available then he may call
somebody else.
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Trustworthy
An agent needs to tell the buyer the
truth even if it means losing the sales.
While you speak volumes about the
virtues of a home, you need to point out
the possible defects as well so that the
buyer can think twice and not be
blinded by only the positive features.
The buyer should feel that you are on
his side
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A self-learner
A buyer wants to use your education
and experience in order to feel that he
has employed the right person to do the
job. You should come across as an
expert in the field. The best and only
way it is done is through constant
learning. This can be through trainings
and also reading relevant stuff.
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Good communication skills
You need to be extremely good at
handling your communications. There
are all kinds of buyers and while some
prefer an e-mail others may like you to
call them. The best course is to ask them
their preferred mode of communication.
Always remember to promise less and
deliver more.
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Professional and friendly
Being friendly and at the same time
maintaining professionalism is the best
approach. Friendliness is preferred by
most buyers as you give out the vibe
that you are on their side. At the same
time they also want you to be assertive
and professional.
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Neighbourhood information
When you are trying to sell a property
in a particular neighbourhood you
should have good knowledge about it in
terms of amenities and facilities. Your
buyer may be interested in knowing
about train stations or bus stops that are
close by. The interest could even be a
park for children. Make a search and
find out all you can about areas where
most of the properties that you deal in
are located.
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Price guide
You need to be the professional who
has inside information about the price.
The client may be interested in your
opinion so prepare yourself well. You
need to be careful that you do not quote
a price that is too low or too high. You
need to be ready with market trends and
facts for the particular area and similar
properties. Guide them to make an
informed decision.
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A good inventory
When a buyer visits you he wants to
know about as many properties as he
can. He expects a wide inventory and
you need to be ready with one. Since
you cannot predict the kind of home
each buyer requires as buyers buy for
their own reasons, you need to have all
kinds of properties ready. The choice of
properties should take care of a wide
arena of needs and requirements.
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Dedicated time
When a buyer comes to you he expects
you to devote all your time to him until
he leaves or makes a decision.
Remember you may be selling 10
houses in a week but for him it is one
single home that he may be buying in a
lifetime. You need to show your
enthusiasm and zeal and help him to
decide on the perfect home.
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Time saving transactions
The modern real estate buyer is hard
pressed for time. He wants the
transaction to be fast and take up as
little time as possible. And he would
like you to handle things in such a way
that the total time is cut down and he
can proceed with other things. So do
your homework and be prepared to save
time, both his and yours.
13. 07/15/13 13
A real estate broker needs to keep
learning and preparing to gain the
confidence of prospective buyers. A
good body language can go a long way
in clinching the sales.
