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By Micah Harper

Micah Harper is an experienced real estate professional leading one of the highest volume independent real estate teams in San Antonio, ranked by Zillow Group among the Top 1% of Teams Nationwide for Customer Experience.

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Today, I’ll talk about how to win a client on the first showing. Many of us nowadays meet clients who inquire through the Internet, and for the first time, we meet them at the property.

We must remember we’re not trying to win the transaction or sell the house that day. Instead, we’re trying to win a relationship and show the client that we can deliver better results than they can achieve on their own or with any other real estate agent.

The first thing you need to do is establish rapport or what many of us call “know, like, and trust.” You need to show the client that you are a real person. You also need to demonstrate your expertise to make them see you as the champion who will guide them to the finish line. Moreover, listen carefully to understand what they’re looking for and the problem they’re trying to solve.

The second step is to demonstrate your expertise. You are the expert they want to hire to reach their goals, so show them what you’re capable of. Buyers often don’t ask many questions because they may be embarrassed or unsure what to ask. Therefore, take the initiative to ask them questions like, “Do you know how real estate agents work?”, “Do you know why I’m here?” or “Do you know how I get paid?”. If they like the house, inquire if they’d like you to discuss the process moving forward, and always schedule the next appointment. Don’t just say goodbye and promise to call later. By scheduling another showing or meeting, you increase the chances of staying engaged with the client. 

If you need more tips on how to win clients on the first showing, call or email me. I’m happy to help.