Just to be clear on the
onset, we do not advocate for deceiving potential buyers. To become a trusted
real estate agent, you need to be 100% honest about anything that would impact
the purchase decision if the buyer knows it exists. Don't run on a buyer beware
status. In fact, we already have a great article on importance of being
trustworthy.
Important read: Guide
to creating trust as a real estate agent.
We are only discussing some
details where spilling the beans may not be in your best interest. These
details that you can skip are innocuous and you can gloss over them while being
honest and respectful to your potential buyers.
No 1: Why a property is being sold.
We have all been faced with
this question on why the owner is selling. The owner could be selling due to
their personal problems and it's not a good idea to tell everyone what those
problems are. Maybe the owner is unable to pay loans and risks being auctioned.
Do you tell all potential buyers of this fact? No. Instead, gloss over this
question respectfully.
Remember, hinting that the
seller is having financial problems could make
you look desperate to sell, and buyers could use it to their advantage
by giving you low offers.
No 2: Number of offers received.
Customers want to know if
there has been interest on the property. Whether it's a house you have put up
for sale or are dealing with plots for sale, you will encounter this question.
How do you handle it? The truth may be this is the first customer you are
taking to view the house, so you haven't received any offers. You do not gain
by admitting that your property for sale hasn't seen much or that you are yet
to receive even a single serious buyer.
When a potential buyer asks
me if I have any other serious offers, I usually respond with, ‘We've had quite
lot of interest and are expecting an offer soon Says Martin.I consider this
not to be a lie just staying loyal, to the seller.
It's okay to indicate that
the house or apartment for sale is generating a lot of interest and you think
it won't be in the market for long. This could be true as you may not be the
only agent selling and other agents could be close to closing the deal.
No3. Level of experience you have in real estate
Every customer wants to
work with an experienced real estate agent. If you are just starting out, this
is not a detail you want to throw out there. If a customer becomes aware that
you are starting out, they may move and start looking for a different agent.
However, do not pretend to be more experienced than you are by trying to show
off. Customers can detect this from a mile off.
Try to draw the customer
from your lack of experience to other qualities like your drive or dedication.
The customer should know that since you do not have a lot of clients, you will
dedicate more time to them. With fewer customers, communicate to them more
often, something more experienced real estate agents skip out.
And don't stop at accepting
that you are not experienced. Find ways to network with other real estate
agents.
Must Read: Networking
Tips for Real Estate Agents.
Conclusion
People are naturally
cautious of real estate agents as some have gained a bad reputation for being
unethical, and others tell lies to get the deal done. To succeed you need to
remain honest with your clients and other real estate agents. Real estate agents
who lie to make a sale risks being found out and there are reputation and legal
consequences of this.
Some areas that you need to
be truly honest as an agent include disclosures of property conditions,
ownership details and any material facts on the property.
Don't Miss! How
Premier Agent helps you succeed as a real estate agent in Kenya
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