Did you know that your potential buyers can decide whether or not to take you on 30 seconds after he or she first shakes your hand? Studies have shown that people make a decision about you within the first 30 seconds to 2 minutes of meeting you.
Here are 6 key elements that affect your buyers’ “first impression” of you:
- Your Likeability
Having the right qualifications as a real estate agent is important but beyond this, your buyers will only contact the agents they like. Behaviours that make you likeable include greeting your buyers with a smile and a firm handshake, good eye contact and varying your tone of voice to show warmth and enthusiasm.
- Your Passion For The Job
Buyers can find agents who are qualified and will show up for a house tour. It is much harder to find agents who are enthusiastic and knowledgeable about the job and the property. Make sure you communicate well with your buyers why you are the specialist for them and that they can always contact you for further information.
- Your Qualifications
It is not enough to talk about your skills and knowledge to do the job; you also need to provide specific examples that demonstrate your accomplishments in your previous deal closures. Prior to meeting with your buyers, practice giving examples of what you have done in the past that illustrates your success.
- Being Well-Prepared
Spend time researching the property and its immediate surroundings. Review your listings well. See if there are other sources of information related to your listings. Practice giving house tours to your buyers with another person. Mock tours will refine your ability to greet and interact with buyers in a professional manner and to answer anticipated questions.
- Your Attire
How you dress will have a major impact on how your buyers see you. For men, a suit or sports coat, a collared shirt and tie, dress pants and dress shoes are good options. For women, a jacket, skirt or pants, a professional-looking blouse or shirt and professional-looking shoes will do. Your appearance will tell people that you cared to take the time to dress appropriately.
- Your Body Language
When meeting new people, verbal impact accounts for only 7% of the first impression you make. The quality of your voice, grammar and confidence make up 38% of the impression while 55% is communicated by the way you dress and act. Avoid negative body language as well, such as crossing your arms, slouching, having poor eye contact and not smiling.
Your first meeting with your buyers is one of the most critical moments in your real estate career. You should always remember to be aware of you carry yourself especially when you meet with potential buyers and investors. Now that you have defined the key elements of creating a powerful first impression, just remember to be confident and be yourself!
