How to talk about realty and get more referrals

It’s not hard to see that agents who talk about real-estate all the time are more likely to get more business from their family and friends. What if you don’t feel comfortable having these conversations? Perhaps it’s not something you do naturally. Don’t worry! There is help!
Let’s discuss how to answer some of the most common questions you’ll be asked in your real estate business. Do not be a secret agent. Learn to talk about real-estate every day. You will be able to set up more appointments and close more sales.
4 rules for conversation
Always be positive
Focus on the person you are speaking with. It should be about them and not you. Ask great questions and listen to the answers. Be fascinated by the person in front you.
Your mindset should always be about how you can help others. Be a problem solver.
Remember that people move because they are influenced by their circumstances and not because of market conditions. There are always opportunities for people to buy or sell real property. Keep your drama to a minimum!
Here are four common questions and how you can answer them.
What’s the market like?
You won’t say: It’s been a slow halt lately with my shows, ever since rates have changed.
Don’t tell anyone: My last closing was a nightmare. You won’t believe it!
Do not say: I’m waiting it to crash like everyone else.
Do not forget to say: Although the market is changing, it’s still great. Over the past year, I have been truly blessed to help so many people. I’m glad that you asked. I have set a goal to help three more families purchase or sell real estate in the next month. Do you know anyone who could benefit from my assistance? What are you most curious about (Listen to their answers.
How long have been involved in real estate?
This question is less likely to be asked if you’re more professional than you are. Dress well, read your scripts and be knowledgeable about what’s happening in the market. Knowledge = confidence, ignorance = fear. Some talking points are helpful.
Let’s get back to the question. What is your experience in real estate?
Do not say: I just got my license last week.
You don’t have to say it; I won the Platinum Award or I’ve sold more houses than anyone in my office.
Do not forget to say: It seems like forever! It’s been a very fast-paced market lately. In fact, I have set a goal to help even more people this month. Do you know of anyone I should help to buy or sell?
How many houses have you sold in my area or my price range this year?
Depending on your level of experience, there are many ways to answer this professionally.
You can count on great answers if you are a veteran.
All other agents, including those who are newbies or up-and-coming, and agents who are not in their comfort zone geographically or price-wise, can use your company statistics:
‘We’ve sold x number of homes here in __town/subdivision__. Tell me more about your real-estate plans!
Everything you don’t know…
Bob, that’s a great question. I’m going to write it down and you’ll get an answer by the evening. What is the best number to reach your tonight?
Write it down, and follow up. You don’t have to be an expert on real estate. Don’t try to be a pro and don’t avoid the question. You should just circle back with an answer.
These are just a few of the most common questions that you will encounter, assuming you are not a secret agent and you talk about real estate all day. There are many scripts that will help you become a more confident agent, both basic and advanced.
Real Estate Coaching Radio is a podcast that Tim and Julie Harris host for Realtors. They have been helping agents succeed in all market conditions for over 20 years.