3 Sales Tactics Never To Use
3 sales tactics never to use as a realtor. We’re going to talk about that here in just a second. That is Shana Acquisto. She’s a luxury real estate broker with jazz hands, and it’s pretty cool. And, you know, sometimes as agents, you get talking about things and then all of a sudden you say things.
And I went down the list and talked about a couple of the key items that if you end up saying or you hear yourself saying not to do OK, right? And then we’re so we’ll discuss those. And if you have other ones and you can also burn them up and we can kind of discuss them.
So this would be a great time to kind of get interactive and start typing through them, right? Yes. Chat in we’d like you to be interactive.
So the first one is, what is your budget? Ok, so that just is trying to identify the word. Budget is kind of a different word, right? So you can ask things that they kind of want and you can get to that, OK? But the word budget is a different one. Don’t do that.
I did that yesterday.
You did use the word budget.
Ok, well, I said, What is your what? What are you comfortable with on a monthly basis is what I said. So I do that and then go.
So that’s the payment, right? Their monthly payment, that’s kind of a little bit different, paying on a monthly basis. And then we kind of go from there. Then slimy in a field way is what would it take for you to earn? What would it take for me to earn your business today?
We’ve done that. Yeah, it’s kind of like what you would do if you were in sales one on one and you were trying to put somebody in a corner and have them, you know?
Yes. So we used to. So, me personally, I just go back to like advertising days, and all those tactics were very they I don’t wouldn’t call them slimy, but they are a little weird, right? Like they tell you, create this sense of urgency. I mean, that’s a different sales.
This is completely different than any other sales I think people are in. You do need to go coach and guide people to make a decision, but you can’t force them and you say it all the time. You can’t force somebody to buy a home. You just can’t.
Yeah. And then are you the decision maker or the key decision maker or whatever? That is, right?
We’re not selling cars, people. We’re selling homes, lifestyles.
That’s what we’re selling. Yeah. So don’t each of those questions kind of feel? Car salesman? Yeah, they do. What’s your budget?
What would it take for me to earn your business today? Are you the key decision maker? Right? So kind of talk through a little bit of that and talk about what you really want to do.
So the thing is is you want to know their budget, right? You want to earn their business today and you do want to make sure you’re in front of the decision makers.
Yes, but how you approach it, I think, is different. So I think the the number one thing to learn here is to establish a relationship, make a connection, form a relationship and automatically you earn the trust of them. If you’re pushy and sign this, dah dah dah dah, then nobody likes that.
That all has to get accomplished, right? I does. And there’s other key things that we have to have like. I don’t know if we’ve ever closed to transaction without having somebody’s email address in the recent past. You know what I mean?
So that is a key thing that you have to get. And from text to email, if you’re working with someone, they’re not the decision maker, then you know it all leads back. Have you really formed a relationship to get to know that person? Have you listen, you know, and sometimes it takes some time.
So this business is like, it’s like a crock pot. Slow cooking sometimes. And then sometimes people are just ready to go.
Sometimes people know what they want and they’re ready to go fast. And you also have to be ready. You have to just be ready for whatever is thrown at you.
The basic concept is don’t be a salesperson, don’t I don’t. I don’t believe that you can sell a home. Right, right. So people are going to have price points that they can afford. People are going to have things that they want, features and functions in the home.
They’re going to have schools that they want their kids to go to or timelines or any one of those items, right? And you kind of can’t change most of those variables. You have to understand them and be able to give suggestions. One of the key things I personally like to do is if somebody asked me a question and says, What should I do?
I have certain things that I stop down on and turn it around and give the opportunity to present something different. Sure.
And so one that I always stop on is what should I do? And then what I’ll say is, Hey, everybody has a whole different set. I could never say what you should do. However, what I will do is share the decision making process that we had when we were buying a home or what’s important to us and why. Right.
So I’ll share a piece of me with you. And in doing so, you’ll see my decision making process, and that could hopefully help you with your decision making process and allow them the latitude, but still give them all the background information.
Because if it says you should do this, it feels like you’re kind of like looking down, pointing down, like you’re the adult and they’re the.
Yeah. And if you do that and it doesn’t work for them, then they might come back and blame you. It’s OK to also say we didn’t do this or we wouldn’t do this because we did this in the past and it didn’t work. Yeah. So it’s OK to also share things that didn’t work for you and why?
Right. So you’re you’re really opening up to a person and sharing some things that are, you know, true to you.
And I have a huge growing list of things that hasn’t worked for us in the past, right? And I think it’s a big thing to share, like, hey, this didn’t go right, and this is why you know what I mean, there’s a lot of them as agents that we’ve tried early in her career and it worked or it didn’t work or times changed and it wouldn’t work now because and you’re able to share those things off and experiences are important.
And I think if someone is asking you, what should I do they? That’s a pretty big ask of you. So there’s some trust that has been formed there along the way, right? So you want to do the best job for them.
So, you know, I I’m about the real live experiences and stories in real life, you know, real life instead of, you know, we’re in a world of everything is kind of rosy on social media, but you don’t see what goes on behind the scenes, right, all the time.
So be true to who you are and form these relationships. And if they don’t buy today, that’s OK. You have something in your pipeline for whenever it may come and you can help them.
So those are two of my things is you can’t sell real estate. And I try to share what we did and why. And then Sean also says, like, we didn’t do this because are there kind of anything else that, you know, I think it’s a big one. I think a lot of us say, What’s your budget?
What are you looking for here? And you know, I guess that comes across what is that? Is it coming across as rude or what is it?
Well, it’s just the word budget.
Ok, so the Ryan budget, how can I earn your business today seems very like you’re buying a car? And then are you the decision maker? That’s very like generic.
That’s a very generic phrase, right? So hey, is it just you buying? Do you have a family? This is exciting. Who is it?
It’s kind of a direct question. So like the one on the budget, you know, there’s a lot of different ways to approach it. To get there is have you spoke with a lender to become fully fully qualified, right to be fully approved? And then you get to that and then you’ll walk through the steps and do you have a full approval letter in this case?
And you’re like, No, I’m going to be paying cash.
Oh, wow, that’s impressive. And you know, I guess one more thing that I do like to hit on from time to time in the sales process is when somebody does say a number and I’m going to be buying this price point home or I’m only going to be buying this whatever that, whatever, whenever they say that number and then they say, I’m going to be putting down this much or whatever that is.
I always like to compliment them.
Right? Are you going to get where that is? And I’m like, Whoa, hey, no. I’m saying, Yeah, well, that’s impressive. You’re this age. You’ve done this. It’s super hard. I know how hard it is to save this. Having that much money and putting that much down, super impressive.
And I just want to take a second before we move on and just acknowledge that and say that’s impressive. Big deal, you know?
But you also have to think if somebody says, Look, I’m looking at, you know, three fifty for a price. Well, how do they know what the taxes are if there’s this or that? Is it in a mud district? How much are the highways? That leaves it pretty broad.
So a lot of people, I think, go online and do the the mortgage calculators, and it’s kind of very broad. So it is really a good idea to not just go with the price point, but understand kind of what they’re comfortable with on a monthly basis.
Yeah, those mortgage calculators will have assumptions built in. It’s like we assume you’re putting 20 percent
Down or 30. I saw one that, oh, 30 percent, that’s nice.
And then they assume that you’re you have self growing. And yeah, like, yeah, we’re not going to include your taxes and insurance that’s like on your own. You don’t. Right? So anyways,
Anyway, just just think about that. We are salespeople, but you know, some of these tactics could come across as. And that is, you know, they may have interviewed three or four people and you’ve all said the same thing.
So do something a little different, show you care and, you know, develop those relationships.