The power of persuasion: you'll be a dangerous salesperson after this

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According to Ricardo, every human being is endowed with this persuasive ability. However, since it is a technique, you can develop it. So, there are people who are more persuasive than others.

And that's exactly why the speaker arrived wanting to take everyone out of their comfort zone!

“I want to take you out of this empirical zone and take you to a technical zone, where you will learn some mental triggers, some principles of persuasion that will help you do business, which is everyone's interest here: absorbing knowledge to generate more business.”

And before talking about teaching the techniques of persuasion, he recapitulated the characteristics of a F#D@ broker .

Characteristics of a F#D@ broker
It is niche
The broker needs to be a niche specialist. The specialist broker has authority in a given niche so that he can generate content about that segment and be recognized by clients, colleagues and the market itself.

And when choosing this niche, the owner of My Broker advises lithuania whatsapp data to choose based on remuneration, but rather on identification .

You may ask yourself:

What audience do you like to serve?
What makes sense in your heart?
What can you identify as purpose?
Once you choose, narrow it down further and further.

Example:

It is a popular audience, in a certain region, with such payment conditions, with such type of service.
Have good partners
Have colleagues who are experts in areas that you are not, so you can delegate to them.

It's not worth stopping your work to serve a client from a completely different niche than yours, because it will be a waste of energy and time with an audience other than yours.

Always study
Sometimes, brokers enter the real estate market because they see professionals around them earning a lot and think it will be easy or that they don't need to study.

Lawyers and doctors, for example, know that there is a time to study in order to pursue a career and achieve results.

“Your dense and true result will come like any other profession in life: after a long time of consistently doing what needs to be done, and one of those things is studying.”

Follow-Up
Do you know why follow-up is more important in the real estate market than in any other type of product you can sell? Because the time of sale is very different from any other market.

Ricardo explains that it takes, on average, 13 months from when a customer decides to buy until they make the payment. That's why you need to follow up, because the person will be looking for you all the time.

Most people do the following: they make the first contact, show the property, realize that it didn't turn into a sale and are disappointed with the "cold lead". After that, the broker gives up and moves on to the next one.

This way, you don't nurture this lead and you only get used to the hot lead.

“Forget it, our sale is a complex sale, it’s not like selling water, it’s a consultative sale.”

Does after-sales
After completing a sale, what does the customer expect? That you leave, they don't expect to see you ever again, because that's the norm.

But you become someone above average when you continue to serve them and build a relationship after the sale, when there is no longer any interest in it. That leaves an impression on people.

“After-sales is the cheapest and most efficient way to generate new sales in the real estate market.”

Understands documentation
Ricardo explained that the documentation is part of the study. Even if you don't like this subject, it doesn't matter.

And he also gave some guidance: learn about documentation, because you are a real estate professional. Not all brokers know about this, but delving deeper and understanding more about the subject makes you an authority.

Focuses on customer needs
“The more you know your customer’s needs, the more confident you will be in selling.”

One of the main things a broker needs to know is to focus on the client's needs. When you focus on what you're going to sell, but forget about what the other person wants, you end up being biased. After all, in the real estate market, you can't push something that isn't completely in line with what the client needs.