Array Management Group

Posts Tagged ‘closing’

Ok, so you have an investment property that would be perfect for your ideal customer. How do you go about selling it quickly when there are an abundance of bank owned, foreclosures, and short sales on the market?

To achieve synthesis in your sales department, begin by committing the following 6 steps to memory, then set procedures, and polish each skill until you are a master of each.

Step 1. Create a Marketing Plan

Hopefully by this time you have taken interior and exterior photos, as well as recorded a short video (if you have the equipment). So what’s next? Create a marketing plan that highlights the property.

Step 2. Qualify the Buyer

Qualifying the buyer means weeding through your leads and finding buyers who are able and willing to buy now. The best way to qualify a buyer is by asking questions.

Step 3. Create Desire

The potential buyer thinks your property might be right for them, but they are not 100% convinced. Now is the time to increase this desire. Your buyers will be a lot more motivated if their current situation becomes unacceptable. If your prospects are comfortable with their situation they will not make any changes.

Step 4. Overcoming Objections

One of the most common reasons that you lose a sale is because of an inability to overcome objections. Even the best salesperson faces objections but top salesmen know that the better you qualify prospects, the fewer obstacles you will encounter on your road to making a sale.

Step 5. Close

When a buyer is ready to buy, proceed to the closing preparations. The closing process should be swift and controlled by you.

Step 6. Follow Up

Your job is not done once the sale is closed. You have worked hard to get the buyer to the closing table, now it would be a shame to have to repeat the previous 5 steps every time you try to sell a property.

This article is a reprint of an article I published on EzineArtciles. To view original article Go Here.

Be sure to leave comments and let me know what you think.