I had alot of heart-to-heart conversations with more than enough real estate agents in Singapore to realize there is a shift in the market.
- Clients and prospects are becoming more savvy. They might know the financial calculations better than you.
- Information that agents used to hold dearly are accessible to the fingertips – thanks to the Internet.
- Property prices are just going higher and higher – making your prospects becoming more and more reluctant to make that decision.
But the worst thing? No one wants to contact you and you have no one to present to.
I understand the pain. It is something all entrepreneurs have gone through.
How to attract prospects and buyers to flock to you – instead of other similar agents?
Property Agents To Property Consultants
There was a period of about 10-15 years ago that property agents were merely just the middleman in a buy/sell property transaction.
Sellers looked for an agent to market their property. Agent helps to look for buyers, arrange viewings and negotiate.
Agents handled the paperwork, helped with the handover and other misc issues.
Pau ka liao – everything also do!
You were a buy/sell/rent agent for years. And now – another big shift is coming up.
You now have to become an advisor, a trusted consultant.
To some agents – this is a minor adjustment. You have given advice for years – always thinking about the welfare of your clients or prospects.
To another group of agents – those who have been heavily focused on getting listings and focusing on transactions – you might find yourself being slowly ignored.
Those owners who are ready to sell – will still contact you. They are the easy sales, the lower-hanging fruit.
Thanks to your branding over the years – you will get these sellers.
But when they want to BUY… when they are looking to INVEST – they will look for another type of agent.
The agent who is ready to provide advice, the one who looks trustworthy, the one who seems to have the knowledge.
The one who doesn’t sell.
The one who seems to have the client’s welfare at his/her heart.
The one who has positioned himself differently from other agents.
Such an agent – will not get a lot of such sales listings leads.
But he / she will get high quality buyers’ leads – those who are open and warm to their suggestions.
Property Buyers Are Actually Everywhere
If you were to look at the news – people are still buying property and still keen in the latest new launches.
They are actually everywhere. They are on FB. They are online.
They are browsing through Google and various “property launches” websites that look exactly the same as one another.
But the one thing they must cross is the gap that exists between you and them.
Should they trust the salesy agent who is just looking to gain a commission?
Who pitch and sell features and benefits – without even considering the needs of the potential buyers?
The truth is – they rather not even fill up the form for fear of listening to ANOTHER sales pitch.
The sad thing – you might not be even salesy or use high-pressure tactics at all.
But because of the way you write – there is a perception that you are. And that scares them off.
Discover How to Cross the Uncertainty Gap
The larger this gap gets, the more your prospect will start to feel psychological anxiety – causing them to back away from the idea of contacting you.
How do you overcome their thoughts of –
“I don’t want to listen to a high-pressure sales pitch” ?
By reducing the Uncertainty Gap in the prospects’s mind…
You can start improving the chance of getting to “Yes – maybe it is time I talk to this agent about my property.”
Learn more about you can do this through the FB Copywriting Course.
P.S. This is not a sales course. If your face-to-face presentation still requires improvement – please talk to your agency leaders for support.
Learn how to cross the gap and distill certainty – through words that are more than just selling of properties. Create the perception that you care about the mission… than the commission.