Every property agent out there is offering a free consultation nowadays.
So it seems to be pretty common and routine. Because prospects appear to be overexposed to this.
But do consultations work?
I have the opportunity to work with many agents every day and I get to see what they're offering to prospects (in my Ad Clinics).
And I also get to hear directly from prospects. Things they're saying to agents.
And some prospects are being very blunt and very hesitant. They're telling agents that they don't want a consultation and prefer to do things at their own pace from the comfort of their own home.
So, prospects are telling agents they don't want consultations.
But is that the full story?
Well, not entirely.
Here's the thing. Not every prospect is ready for a consultation.
You need to be more flexible in your strategy. Because if you copy whatever other agents are doing, your results are bound to be mediocre. At worst, you're just wasting your money on ads that don't work.
Prospects naturally resist sales messages.
And Property Agents are obviously viewed as just another type of salesman.
Here are a few pointers to help you:
- Not all prospects are equal. Some are too early, while others are just signing a contract. Therefore, your message must be in line with where a prospect is.
- People HATE to be sold, but they love to buy.
- You need to become a farmer, rather than a hungry hunter.
- Agents' neediness of wanting to close a deal turns off prospects.
- Think longer term. Wait for prospects who will become ready soon.
- Get them to come to you instead of you doing all the chasing.
In my book Property Agent Secrets, I explain all of the above in much greater detail.
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Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.
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