Public speaking in real estate can generate massive leads for a realtor. If it comes naturally for you, it will expand your influence in your community very fast. However, if public speaking is a challenge, you will have a difficult time closing sales and convincing potential leads to buy a home. As is proven by our Kenyan politicians, the sweeter your tongue, the easier the sale.
The good news is that public speaking is an art that can be polished and fine-tuned over time. Here are simple tips for preparing, practicing, and rapidly improving your ability to effectively communicate and increase your chances of closing a sale.
Make yourself very clear
Once you have gotten a potential lead, you have approximately 30 seconds to identify yourself and why you are calling them. In this era of con men and ghost companies, if you don’t come out clearly within the first few seconds then you have already lost the client.
Additionally, fumbling with words will steer your lead away. Sentences that go like, “aaah….my name is aaaaah….i’m calling you aaaaa…” portray a realtor as less knowledgeable. In public speaking, your message should be precise and at your fingertips.
Answer the questions
Effective public speaking in real estate cannot be complete minus a few questions from the buyer. As a matter of fact, it is a good indicator when your lead is asking questions because it shows that they have been listening. A good communicator is always ready for questions especially because it engages the potential buyer. A realtor should never disengage the client.
See more; Building networks in real estate.
Reveal some emotions
In order to successfully close a sale, you will have to go beyond the technical aspects of a house and reveal to the client some raw emotions. Simply listing the house features, its location and its fair price won’t cut it for you.
Tell the client how that house makes you feel. Do the soft colours calm you down? Does the front porch full of green grass make you happy? This is what your client needs to hear to make up his mind. When you share genuine feelings you create an immediate and lasting connection with the lead; and that is what public speaking is all about.
Benefit the client instead of selling
Many realtors assume that they should capitalize on simply selling the house, which is okay. However,getting a guarantee that a client will actually put their money on whatever you are selling requires a more detailed game plan.
Thinking in terms of sales only adds pressure to what is already a stressful situation. Put all your focus on ensuring that the lead benefits from what you say; Your key focus should be on why s/he needs the house, and why it is a better house than what s/he currently lives in. When you help clients make their professional or personal lives better, you’ve done all the selling you’ll need to do.
