BrokerageIndustry News

Face-to-face negotiation wins real estate clients

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

If you want to close more transactions in 2007, stop relying on your fax machine and your e-mail and start negotiating your offers in person. I recently had a discussion with a top producer who is on track to sell $30 million this year. When I asked her about presenting her offers face to face, her response was "I'm not a go-for." That statement is 100 percent true. I completely understand that if you are going to sell 200 houses per year, it may not be feasible to negotiate everything face to face. On the other hand, when we're being paid thousands of dollars in commissions, don't we owe it to our clients to give them the very best that we can do on their behalf? High Touch Still Matters As digital communication has continued to increase, listing and selling agents have fallen into the pattern of either faxing or e-mailing offers. One of the most important strategies you can use to differentiate your services from those of your competitors is to present all of your offer...