Before anything else, it is important that you understand and assimilate the simplicity of the following message: "You will never have a second opportunity, to cause a good first impression." What does that mean?
In the process of sale of a property, independent if the professional looks for or you/he/she receives the customer's visit, the personal conquest precedes any other initiative to seek the closing of a business. I don't refer to cases in that the customer is already totally decided by the purchase, and the professional doesn't need to spend any persuasion effort and convincing. In these situations the broker, at the most, they intervene in the preparation of the proposal, and reception of the check. Let us admit that these cases are rare, tending to the disappearance.
The image that the customer forms of the broker, starting from their aspects comportamentais, they will influence directly on the assimilation and acceptance of the benefits of the product, exposed by this professional. Certain customers refuse to accept benefits of some products, no because the same ones don't have them, but because the broker didn't transfer to the product the credibility and safety that should be present in their statements, previous to the presentation of the product; in the initial conversation. That is personal conquest. How many times you no longer he/she heard customers' cases that knew through you a certain product, but did they close the same product with other professional? Which did the differentiating factor take what the customer to the this attitude?
To example of consumption products, the realtor carries with himself a MARK REGISTERED replete of intangible (or you didn't feel) attributes, that are decisive in the consolidation of the decision of the customer's purchase. This MARK is his/her own name, and attributes as appearance, fluidity in speaking, hygiene, organization, respect, sympathy, level of general knowledge, ethics, reliability, they are directly associated to his/her name (or to his/her mark), influencing decisively on his/her performance present, and future. To this we called aggregation of value to the mark. To evidence these attributes when of the initial contact with the customer, it is, actually, the great first challenge to the one that the professional of sales is submitted. That is personal marketing.
They are each individual's personal attributes, born or built, that determine the pessoalidade of the sale contact. And it is this pessoalidade that can make the great difference.
One moment! Does he/she want to say that can build these attributes? The contusing answer is yes. Most of them can be worked, in way to transform an innate individual, in an extremely qualified professional. The first step is to recognize the change need. Then, through courses and trainings, to look for, with determination and perseverance, the personal qualification for the development of the activity. Understand that I am speaking about aspects comportamentais. The second step is to use the tools of the marketing to communicate, to their customers, the existence of such attributes in you. Actually, you have to build, using marketing tools, an own and perceptible image to the customer around his/her mark, or his/her name. Example: A block of annotations, in the stand of sales, for the customer, already with the stamp of the professional printed paper, and a message of the inspiring type. Difficultly the customer will lose his/her name (what could only happen with the card), and whenever she looks for the plan of the logged business in the paper, she will remember his/her name, and still for top, associate to a positive message.
They are attitudes seemingly small, but continuous, that are going creating a collective opinion around his/her personal identity. And that is fundamental in the development of businesses.
Therefore, be attentive to the opportunities, hands to the work, and GOOD SALES.