Entering a real estate mandate: 6 tips for success

The sales mandate is the key to your Warangal real estate agency activity . Without mandates, you cannot offer goods for sale, nor earn commissions. That's why most of your energy should be spent on acquiring prospects and convincing them to sign a mandate. This is why you should focus on the levers that can help you take on mandates.

But concretely, how to enter a real estate mandate? How to privilege exclusivity, the Holy Grail of any negotiator? What are the methods, techniques and tips that will allow you to fill your catalog with goods for sale? We give you 6 tips to achieve this.

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1. Get to know your prospect before discussing the tenure

No question of going blindly to meet a prospect! You cannot enter a real estate mandate without having an idea (even vague) of the nature of your sales project, its problems, its expectations, and the context in which the transaction must take place.

For this you need to get to know your prospect . And this, even before discussing the question of the future mandate. The first stage of the process of entering a real estate mandate focuses on the prospect himself: who he is, what he is selling, what he wants .

This information is up to you to find. First, by collecting as much data as possible before making contact (for example within the framework of freelancing).

Then, by taking the time to question your interlocutor , and by letting him present his sales project from all angles. This will allow you to build an appropriate argument ( see point n ° 2 ).

The prospect is not the only component of a sales project. The local market also plays a major role. Your knowledge of the sector will therefore greatly influence the quality of the first meeting and, consequently, the relationship that you will forge with your prospect salesman until entering Hyderabad real estate mandate.

By mastering the typology of goods, the needs of sellers, the evolution of prices, but also the profiles of buyers (hence the importance of discovering the buyer ), you are arming yourself to convince the seller of your ability to find him a taker as soon as possible, and at the right price.

For greater efficiency, this data can be entered into marketing software , where it will be structured in order to be properly exploited.

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2. Prepare your sales pitch and adapt it to your prospect

Getting a real estate mandate implies convincing the prospect of two things: your ability to find a buyer for him within the desired timeframe and at the market price; the benefits he can derive from your intervention and your services.

For this purpose, you must deploy a sales pitch adapted to this prospect in particular. A personalized argument , if you prefer, whose arguments are likely to respond to its specific issues. Such an argument must take into account three things:

The prospect's sales plan . The type of property, its potential in the market, the price at which it can be sold, but also the context of the transaction (for example: the seller must absolutely find a buyer within three months, because he must move for his work) .

From the prospect's attitude . Depending on whether he is more “cooperative”, “reluctant” or “indifferent”, your argumentative strategy will not be the same.

Objections raised by the prospect . There are different categories of objections to be aware of in order to better manage them - they are recalled in this article .

A tip as a bonus: focus on taking mandates in two meetings , rather than trying at all costs to close the deal from the first. The R1 is made to get to know the prospect , define the contours of his project, understand the context and the intentions behind his need.

Putting the question of the mandate on the table can be counterproductive. The R2 is the right time to enter a real estate mandate , with the result of your estimate in hand.

3. Be reassuring to generate confidence

For a seller to entrust you with his transaction, he wants to feel reassured - by your real estate brand (and its reputation - hence the need to create a strong brand ), by the quality of the services you offer, but also by you. - even as a person . This is the sine qua non for building trust .

In other words: to reassure your interlocutor, and thus enter a real estate mandate, you have to show insurance .

For this you must ...

Have confidence in your ability to find a taker for the property in question.

Respond to the prospect's issues: those he talks to you about, but also those he doesn't tell you about. And prepare a suitable sales pitch ( see previous point ).

Promote transparency at all stages of the exchange: you have nothing to hide.

Highlight the successes of your real estate agency and the satisfaction rate of your clients.

Recall the history of your brand and its local positioning: number of years of existence, volume of transactions supported, etc.

Like General de Gaulle, you must let your interlocutor understand that you have understood him , and that your value proposition corresponds precisely to his needs.

This presupposes knowing what sellers expect from a real estate agent when they consider signing a mandate: support, expertise, transparency, communication, availability, etc.

4. Be positive at all times

Do you know the “positive attitude”? Lorie's song must become your credo (even if your favorite song, in real life, is “Weekend”!).

Your attitude as a real estate agent, in fact, has a huge influence on the ability of your interlocutor to believe in you and to give you his confidence - therefore, in fine , to entrust you with his sale.

Being positive means: smiling no matter what (even if you've had a bad day); show your motivation and your commitment (even if you have not returned for three months and you no longer believe in it); arrive on time for the appointment (including if Bertrand tries to bribe you with a coffee break); and be professional (even when faced with a prospect who beats you on the system).

It must be understood that prospects are not convinced only by the services offered - which, more or less, are similar from one agency to another - but also by the person who provides them (and, beyond that, by the 'teaches that this person represents ).

Your ability to enter a real estate mandate therefore depends a lot on the first impression you give to the seller .

Watch out for unconscious negative behavior! Be wary, of course, of displays of bad humor: pulling a head three feet long, baring your teeth at the slightest objection, etc.

But also of these attitudes which may seem neutral, and which are nevertheless perceived as negative.

For example, the fact of denigrating the work of competitors, or openly criticizing the action of an elected municipal official (no politics in this profession!).

These are temptations to be absolutely avoided: in real estate, the Dark Side is not the strongest!

5. Demonstrate your expertise to enter a real estate mandate

You have the skills, the know-how and the experience. Now you need to position yourself as an expert in your industry - that is, show your prospects that you have all of these talents - and that you are going to put them to work for them.

The expertise is the foundation of trust between a private seller and a professional transaction. This is what justifies the fees charged to the client.

This expertise must therefore be put forward, and used as a lever to enter a real estate principal. This, in several ways:

By detailing the progress of a sale and its different aspects (blog articles, social posts, videos, etc.),

By showing your mastery of market data (real estate stock, price trends, etc.),

By mentioning your real estate promotion levers (marketing plan, advertisement publication media, innovative tools, etc.),

By showing your knowledge of administrative, legal and tax aspects.

Estimation is a great opportunity to demonstrate your expertise . This is where it all makes sense: your knowledge of the sector, market data, buyer profiles; the relevance of the data you have collected over time; the efficiency of your tools.

Most sellers hope to price their property slightly (or frankly) above the market. Convincing them that your suggestion is the right one is no easy task.

Here, your expertise takes the form of a value opinion : a detailed report explaining by what methods you achieve this value, and why the recommended price is the right one compared to the market at the moment T.

6. Look for exclusivity for the mandate

As long as you enter a real estate mandate, as long as it is exclusive. Exclusivity is not just an empty word: it is a lever of differentiation for a property , and a motivation lever for the real estate agent in charge of the transaction.

To do this, you must "push" the exclusivity by showing your interlocutor that it is in his interest to choose this option, because of the benefits he can derive from it: setting up a real marketing plan to sell his well, production of professional photos and videos to promote housing, use of innovative promotion and support tools (like the Owner's Area © ), greater availability of the negotiator, etc.

And also, of course, by focusing on results : greater chances of success, a better sale price, and shorter lead times.

But no question of doing freelance ! This prospecting method, due to its intrusive approach and its timing, only leads to simple mandates.

To enter an exclusive real estate mandate, you must go to the prospect , take an interest in him from the early stages of his reflection around his sale project.

To enter a real estate mandate, the keys to efficiency are well known: human contact, interpersonal skills, professionalism and trust. It's your turn !

Source: Apartments for sale in Hyderabad

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