COVID-19 will continue to have an impact on the real estate sector for a long time to come, due to the significant economic turn as well as impacting employment. It’s even changing how properties are viewed and sold. Here are some tips from our real estate sales training specialists on how to adapt to this new normal, from how you market properties to how you invest in your career through real estate industry courses.
Tip #1 – Avoid the Hard Sell
In an industry that is well-known for its hard sell approach, this technique is going to take a lot of adjusting to – but it works. Rather than focussing on the sale, real estate agents need to share information, be compassionate and communicative. Don’t push – be respectful and compassionate while giving sellers and buyers space. This will create a better response in your audience; many of whom are anxious about their jobs, future, or state of the economy.
Optimise your marketing around providing solutions to the challenges buyers and sellers are facing rather than the benefits a property offers them. A soft sell approach will get you much further in challenging times, turning you into the client’s ally rather than being perceived as pushy.
Tip #2 – Be a Great Resource
People are hungry for information on the challenges that affect them, so be ready to provide plenty of accurate, up-to-date information on a wide range of platforms (email, social media, etc.)
Send out information on how house viewings, appraisals and inspections will be carried out (including safety protocol), be available on social media for Q&A sessions, do a podcast or short video presentation on what the market looks like in your city and what is affecting property prices, film tours of properties that are for sale or rent, share information on how to put health and safety first when you move house, and so on.
Sharing information is a key trust factor that builds rewarding long-term relationships, positioning you as an authority in your field. You can learn more about this with our online real estate sales training course.
Tip #3 – Sharpen Your Pricing and Appraisal Skills
There has been a sharp adjustment in the real estate industry already – and this is only the beginning of the turmoil! For real estate agents, it’s essential that your pricing skills are up to the task of not only correctly appraising properties, but also being able to talk to sellers about how you arrived at that value. Homes that were for sale before COVID-19 are now in a totally different market, and it’s key that you not only understand the pricing implications of this new normal, but can assist sellers in adjusting their expectations too.
Tip #4 – Invest in Your Career
The most successful real estate agents never stop learning and upgrading their skills – it ensures that they can handle uncertain times more easily and identify opportunities for success when others are floundering.
Whether you are an established real estate agent who can benefit from innovative, expert-led real estate sales training or someone new to the industry who wants to achieve their dream of becoming a real estate agent, the key is in getting world-class training.
Real Estate Agent Courses Backed by 25 Years of Experience
Global Real Estate Training is an industry training provider offering high quality real estate courses for new and established professionals. We can assist you with building the skills needed to excel in the industry and offer well-rounded, affordable real estate courses in administration, property management and sales. Contact our team today for a complimentary course consultation.