Ensure you never miss an issue of the
real estate business bulletin
Get an appraisal? Get Real!

Get an appraisal? Get Real!

by Fiona Blayney 0 comments

fiona blaney smallThe ever important new business appraisal - we all know how important it is to get it right and demonstrate the results and property management service that is going to suit the client.

Blogger: Fiona Blayney, managing director, Real+

Sometimes, however, we get so wrapped up in the scripts and dialogues or features and benefits that we forget to show the real us and express our personality, knowledge and drive to win the business.

We understand in property management that when building a relationship with a new client, people do business with people they like and trust. So for this week’s property management training tip, we wanted to share with you a few important tips for your appraisal, to assist in building their like and trust to ultimately get them to choose you:

  • Relax. As Frankie says. If you're noticeably nervous or rushed, you will eventually make your client nervous and rushed. Make sure that you are prepared before your presentation and that you take a few moments before the appraisal to breath!
  • Look me in the eye. Eye contact is a non-verbal sign of trustworthiness to the prospective clients. Looking a person in the eyes is a shared confidence builder.
  • Smile. It seems pretty obvious but often people get so caught up in what they want to say, and how they're going to say it, that they forget this simple warming gesture.
  • Mirror your prospect's personality. Don’t be a copy cat but if you're presenting to an aggressive person, get right to the point. If he or she is more analytical, show a statistics sheet. If they are open and friendly, you must mirror this too in order to connect.
  • Say it like you mean it. Prospective landlords must buy you before buying your product. Your self-confidence and belief in what you are selling will show and help with the sale. Have 100 per cent knowledge. Not enough importance can be placed on this. Nothing will sink your ship quicker than not knowing your facts!
  • Emphasise. When you come to an important word or phrase, put some punch behind it and pause to let it sink in. We often fill the silence with words, but let important facts have time to sink in.

For more great tips on exactly what to do at the appraisal, join our new business training session on listing presentations here

Get an appraisal? Get Real!
lawyersweekly logo

Fiona Blayney is the managing director of the highly successful consultancy, coaching and training business Blayney Potential Plus, specialising in estate agency services in Australia, New Zealand, the UK and the US. Over the past eight years she has developed a reputation for being one of the best business strategy and growth specialists around.

Fiona’s energetic and motivational presence has ensured her popularity at industry events. She regularly performs keynote presentations for many of the leading industry groups both in Australia and abroad, including the National Association of Realtors (NAR) in the US and the National Association of Estate Agents, England and Scotland.

More articles from this author:
promoted content
Recommended by Spike Native Network
Listen to other installment of the Real Estate Business Podcast
reb top 100 agents 2017

The REB Top 100 Agents ranking is the foremost ranking of agents in Australia. It has set the bar for excellence in Australian real estate. To be ranked as an REB Top 100 Agent is the standard real estate professionals strive for. See the full 2018 ranking here!

featured podcast

featured podcast
The difference between an average agent and one who dominates

McGrath Crows Nest’s Peter Chauncy is number 10 in this year’s REB Top 100 Agents ranking. Peter, however, is more likely not surprised ...

View all podcasts

Would you consider working for Purplebricks or a similar 'DIY' model?

Yes (7.2%)
No (80.9%)
Perhaps - make me an offer (12%)

Total votes: 209
The voting for this poll has ended on: July 13, 2018
Do you have an industry update?