Locking-in the Sale or Lease for Real Estate Agents

Locking in the Sale or Lease for Real Estate Agents By Atchut Neelam

In the Real Estate Industry, agents often claim the need for “making the sale or lease.” Realistically, you cannot simply make a sale, it occurs when all boxes are checked with regards to the property offing and value to the prospective buyer. If the value of the offer is attractive enough to the buyer, then the sale or lease can occur. 

However, value is a subjective word to every individual involved in the sale or lease. This conjures the question, what motivates the potential buyer to become more focused on your property? Also, as real estate agents, what “value levers” should you be focusing on to get the sale? 

Of course you do not need to know about all value levers with every prospect but you should understand “generic value levers” which most prospective buyers expect. Once you need to know about specific value levers, you can learn more about them with each individual. The goal of this article is to help you better understand the value focuses that should be implemented when creating a real estate business and how these values should be utilized. 

Like any customer, all prospects wish to be treated well and respected. When the correct value focus and value levers are utilized, you can close many more negotiations and listings than without having. When dealing with the prospect, the generic value levers to be used during the first conversation include:  

1.Connect with the individual and show empathy as you ask key questions about property requirements

2.Recap the findings from the initial conversation to illustrate understanding

3.Show honesty and appreciate of their information

4. Supply regular property information and a vast knowledge of the area in which they are looking

5.Understanding the total needs of the buyer

6. Use eye contact (if in person) and show undivided attention

Using these initial techniques will open additional doors to help the prospect with all of their property needs. The goal is to build trust as they see you as an expert in the real estate investment market and of the local area. This is the defining factor in an excellent real estate marketing agent.

Having this understanding will help you graduate to specific value levers which include: 

1.Additional incentives

2.Amenities

3.Fees

4.Financing

5. Least, settlement and occupancy terms

6.Price/rent

7.Property improvements

Your ideal approach is to provide the value leap from generic to specific. When this occurs properly, the conversations are more streamlined as the prospect is aware that you bring value. The buyer will make the real estate sale occur because they want it.  
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