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Czas to pieniądz. Szczególnie na rynku nieruchomości

Tak, wiem – ta maksyma to straszny banał. Jednak wciąż jest prawdziwa, szczególnie w przypadku sprzedaży nieruchomości. A niektórzy handlowcy zdają się o niej zapominać. Dlatego powtórzę jeszcze raz – czas to pieniądz. I za chwilę wykażę, że nie ma ważniejszego stwierdzenia w branży nieruchomości.

Nowe plany, nowe nawyki

Przełom starego i nowego roku to czas podsumowań i planowania przyszłości. Pamiętaj, że zamknięcie roku w firmie to nie tylko moment na poprawianie statystyk „na gwałt”. To przede wszystkim chwila, w której powinieneś/powinnaś spojrzeć wstecz i zastanowić się, dlaczego jedne transakcje udało ci się sfinalizować, a inne nie doszły do skutku.

Statystyki w Polsce i na świecie jasno pokazują, że w około 70% wina za niedomknięcie transakcji leży po stronie agenta, a nie klienta. Dlatego robiąc plany na nowy rok, zakładając zwiększenie prospektów w lejku sprzedażowym czy efektywniejszą pracę, musisz zrozumieć, że pierwszą przeszkodą w poprawieniu sprzedaży są twoje błędy. Weź pod uwagę rodzaj skutecznych i nieskutecznych transakcji, lokalizację poszczególnych nieruchomości, charakter i zachowanie klientów, ale przede wszystkim – czas własnej reakcji i sposób działania.

W branży nieruchomości (choć nie tylko) to czas, w jakim odbierasz telefon i doprowadzasz do spotkania jest kluczowy dla powodzenia sprzedaży. Dlatego jeśli chcesz poprawiać swoje wyniki, pracuj przede wszystkim nad czasem własnej reakcji. W tym zawodzie musisz być pod telefonem praktycznie 24/7. Chyba, że chcesz pożegnać się z klientem. Dobrze pokazuje to poniższy przykład.
Tomek i Mariusz pracują w jednej agencji. Klient dzwoni do Tomka. Ten jednak przez dobre kilka minut nie odbiera. Kiedy w końcu klientowi udaje się skontaktować z agentem, Tomek robi drugi podstawowy błąd. Nie umawia się na spotkanie. Nie pokazuje nieruchomości klientowi. Zamiast tego idzie w darmowy consulting. Odpowiada przez telefon na pytania, zamiast w trakcie rozmowy twarzą w twarz domknąć transakcję. Rozmowa kończy się w punkcie wyjścia.

Klient po jakimś czasie dzwoni ponownie. Chce dopytać o pewne szczegóły. Ponieważ Tomka akurat nie ma w biurze, odbiera Mariusz. W przeciwieństwie do kolegi, wie, że jedno spotkanie jest lepsze od kilkudziesięciu rozmów telefonicznych i jak najszybciej, tego samego dnia pokazuje klientowi nieruchomość. Sprzedaż dochodzi do skutku jeszcze w trakcie wizyty na miejscu.

Zawsze w cztery oczy

Spotkanie z klientem to klucz do sukcesu, szczególnie w przypadku nieruchomości, gdzie przedmiot sprzedaży jest często jak najbardziej namacalny. Nie da się „opowiedzieć” budynku czy działki przez telefon, ale pokazanie lokacji klientowi prawie zawsze prowadzi do skutecznej sprzedaży. Patrząc w przyszłość, miej to na uwadze. Twojego czasu wprawdzie nie da się rozciągnąć, ale umiejętne nim zarządzanie będzie dla ciebie znacznym ułatwieniem. A co, kiedy już uda ci się doprowadzić do spotkania? Jakich błędów się wystrzegać w trakcie rozmowy, a które działania będę przez klienta odebrane jako pozytywne? O skutecznym prowadzeniu rozmowy oraz innych przydatnych trikach, które warto mieć w zapasie, opowiem następnym razem. Na koniec pamiętaj – nawet jeśli coś wydaje się strasznym banałem, to nie znaczy, że przestało obowiązywać.

Natalia Drysiak
Redaktor - Licencjonowany Pośrednik w Obrocie Nieruchomościami licencja zawodowa nr 22249. Menadżer Grup ds. sprzedaży nieruchomości, pasjonat psychologi sprzedaży nieruchomości.
http://www.strefawolnejprasy.pl

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