“How you sell matters. What your process is, matters. But how your customers feel when they engage with you, matters more.” – Tiffani Bova
Over the years, the real estate industry and its people have evolved, drastically. Earlier, where people had to walk miles to find their dream homes; today, there are real estate agents who get you your dream home. Selling a property is indeed difficult, but to convince people to invest in a luxury real estate property is a lot more challenging. One small mistake and you can lose the significant deal.
In this process of hi-end property trade, you are judged by your professional appearance & overall demeanour, if you do not look the part, it is very likely that you will be dismissed in the minds of your ultra rich prospects. Right from your dressing, grooming, etiquette, body language, communication, soft skills & to the type of car you drive-in, what watch you are weraing or a pen you carry, your customers have a keen eye for everything that you are showcasing and conveying through your appearance and choices. So, to ease it all, follow one simple mantra: ‘Look-feel-behave high value& cultured, to sell high value’.
For you to become your best version,here’s the blueprint of success – ‘LUXURY SELLING SKILLS’. If you learn and apply these elements & skills, you will be able to position yourself as a quintessential real estate agent of the country & amongst top real estate agents of the world.
Make the first impression count
In your first encounter with clients, they will not see you as a sales professional, but as an individual personality. They will observe your:
Dressing style: The first thing to notice would be how sophisticated is your choice of clothing, accessories and shoes for the meeting. Clothes communicate who you are. Be respectful, formal & stylish to bring the appropriateness and attractiveness.
Grooming: Your well cut hair style, well trimmed & shaped beard, your clean shave look, your manucured hands, your subtle make up(women), the quality & quantity of your cologne.
Communication: Do you flap like a bird while talking or you are as calm and clear as sea, every way of communication will be observed by your clients. Your listening skills play a huge role. Be assertive, attentive & articulate.
Your first impression through appearance will act as a medium of connection between you and your prospect.
So, to make a lasting impression, you must start from making an impactful first impression. Here’s how.
- Dressing Appropriately
When you are off to selling a luxury real estate, the first thing you should consider is choosing the right outfit. As someone who oversees luxury real estate range, your wardrobe must be a combination of classy clothes and a great pair of formal shoes, and your body must speak the language of luxury& humility.
- Grooming Right
When it comes to accessories, less is more, and before meeting your client, do not forget to be well-groomed. Nobody wants to accompany a shabby personality on their home buying journey.
- Body Language & Poise
To reveal your confidence via your personality, maintain a straight posture. Do not droop your shoulders or sag in your seat. Give a slight nod, if you agree to something, and do maintain an eye contact while talking.
- Communication Skills
Being the agent does not mean, you have to do all the talking. Give them time to communicate, listen, and then respond.
- Etiquette & Manners
Whenever you first meet your clients, you should make them feel welcomed and comfortable, and lastly, be kind when you give them a tour of their luxury dream home. It is about them and not about you.
Work on your interpersonal skills
We all know that selling a luxury property is not a one-day job. It is a process of multiple stages, and to crack each one of it, you must have strong interpersonal skills. Here’s how to win hearts of your clients.
- Active Listening
Listen and understand what they are looking for in their dream home. Being an active listener, and then giving your inputs will make them believe in you.
- Rapport Building
Building a rapport will help your client open-up and feel more relaxed in front of you. It will help you create relationships and might open doors of success for you.
- Empathy & Emotional Intelligence
Investing in a luxury property can be an emotional ride, so as a professional agent, you must be able to sense their emotions with their home and understand their point of view. Be available for them on phone calls, text messages or emails, and always be consistent with it.
- Art of hosting
As a host of the property, you should ignite conversations, take the lead, and make them feel at home so they can converse without any second thoughts.
- Tactful communication
Be affirmative when putting your point on the table. Do not upset or offend them with your words, gestures or body language.
Become the master of functional skills
Selling a luxury property can take a toll on you as well, so, here’s a skill set that’ll help you ace the selling process.
- Presentation Skills
Be creative with the way you showcase your space to them. Let your presentation skills act as the ultimate solution to their problems.
- Story Telling
Do not simply state the features or highlights of your property, become the storyteller, and help them see the future picture with your words.
- Integrity
Make honesty your best policy. Stay true to your commitments regarding the property and take all responsibility for it.
- Art of asking questions
Asking questions will help you get a clear picture of their current thoughts and make better future decisions. It also symbolises that you’re a great orator.
- Negotiation Skills
Though negotiating is essential to build relationships, you must be clear and effective when bargaining the price of your property. Lastly, finalize the deal on a good note, without any harm to your business, and client’s dream home.
Close every luxury real estate deal like a pro with all these luxury life skills and add a storey of success to your career building.
About the author
Samira Gupta is a Coach, Consultant, Speaker and Author, with over 22 years of experience in the corporate world and over 7 years in corporate training, executive presence coaching and image consulting. She aims to bring about a 360° transformation in her client’s lives.
She specializes in Luxury Selling Skills for Real Estate Sector and also for many other hi-end brands.
Contact details: +91 9958934766 / www.auraaimage.com / samira@auraaimage.com