Brokers Corner: How To Use Emotional Intelligence While Dealing With Seller
Emotionally intelligent professionals have an edge over their competitors, studies say. Property brokers are no exception. The real estate business is a business of people. The more you interact and network with people, the better for your business. However, it is always easier said than done. Each seller is an individual of different nature. There might be myriad of reasons for the seller to consider selling his house. Dealing with those reasons needs emotional intelligence.
Emotional intelligence is all about understanding the feelings of the individual and dealing with him accordingly. In case of real estate business, the agent needs to be empathetic towards the feelings of the seller and behave according to the situation. The better he is able to understand the mental state of the seller, the more are the chances of winning the assignment.
Let's see how you can use emotional intelligence theory to get more sellers onboard with you.
Avoid talking about the competition
Even if you are of the opinion that first impression is not the last impression, it does matter a lot. This is the stage that will determine your inter-personal relationship with the seller for the period coming ahead. It might last for a few months or years or might end before you are even able to get the property listed. Therefore, play safe and never discuss the competition. Your offerings might be better than what your competitor has to offer. You can put forth your point by simply explaining the advantage to the seller if he chooses you. There isn't any need to bring a competitor in the discussion.
Avoid discussing neighborhood
You surely have had done your homework of comparing the neighbourhoods before meeting the seller. Still, it would not be wise to discuss their neighborhood and compare the properties right there in front of the property owner. You might feel tempted to add notes about the neighbourhood at a certain stage but those may be the ways the seller is trying to examine your attitude to check if his relation with you would live longer or would result in favorable outcomes.
Know when you need to keep quiet
There can be some points in discussion where your views might not match with the seller. It is okay to have different views about the same thing. However, it does not mean that you put forth your explanation every time a contrary opinion surfaces. It is better to keep quiet or move on to another subject instead of escalating the matter in the negative direction.
Use credible information to support your statements
The seller might not like you attacking on the way he has been maintaining his property. Always use credible information and proven facts to make him understand about a certain topic. This will keep the discussion on the normal track instead of it getting personal. Moreover, this will also eliminate the chances of dispute as you are talking about general consensus and verifiable facts. The seller would consider you as a credible professional to work with.
At times, you would not like to hurt the feelings of the other person by responding. Always prepare a default response to deal with this kind of awkward situations and get away with the topic gracefully.