The 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!
ABOUT THE AUTHOR
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.