You completed the Pre-registration Segment of the real estate course, have been hired by a brokerage, and are registered with RECO. You have created a list of potential clients and have set up your first interview. How do you convince these potential clients that you are the right person to sell their home?
Have a professional looking website that is uncomplicated, uncluttered, easy-to-follow, and features current information.
Have materials that speak to your brokerage’s successes in the neighbourhood, such as the number of listings in the area and the percentage that sold, as well as the brokerage’s commitment to protecting clients’ interests. As you gain more experience and clients, you can present materials that speak to your commitment to clients, such as testimonials from past clients talking about how you return calls and emails promptly, how you explain all documents carefully and completely, and how you follow up on requests. Again, if you are new to the profession, focus on how a team of professionals is available to assist and support you and them.
Provide clients with an information (i.e., listing) package that includes the following:
- comparative market analysis to demonstrate that you know the market
- marketing plan that demonstrates what you will do to get their home sold quickly and for the highest possible amount
- description of your services
During the interview, ensure clients that you will provide them with first-class representation. What does first-class representation mean? It means listening to clients’ concerns and ensuring these are addressed. It means treating clients and everyone with whom you interact in a real estate transaction fairly, honestly, and with integrity.
It means many more things, which are covered in Be the REALTOR® Every Client Wants, the online continuing education course offered by OREA Real Estate College. The course also covers the following topics:
- the skills and characteristics clients will look for
- the importance of pre-listing inspections
- interior and exterior concerns that should be addressed before listing a home for sale
- how to discuss with clients the potential pitfalls of FSBOs
- when to refer clients to other professionals (e.g., lawyers)
‘Click and Pick’ Extended
The College has extended the ‘Click and Pick’ promotion on continuing education courses to May 31, 2014. As before, students and members can take as many courses as they want for $15 + HST (per order). Students will have access to courses until July 31, 2015.
Please note: returning customers to this offer will be charged $15 per order.
For more information, go to http://bit.ly/14eFqPo.
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