How cutting out the fluff improves sales

An open, upfront approach to property sales is widely recognised as being the most practical and sustainable tactic when it comes to engaging with potential clients and vendors.

While it may seem obvious from the outside, the actual process of separating wheat from chaff can be a difficult process.

This is because a sales approach is a very personal thing, despite its professional focus, as it involves a fair amount of direct interaction on the part of the agent.

Problems can occur when - rather than coming across as informative, concise or genuine - the chosen tactics are seen as being lacklustre, overused or cliched.

One of the best remedies in these cases is to make each conversation about specifics rather than generalities - turning dialogue into a real two-way street.

Simple changes may include asking questions on a vendor's expectations, offering examples of past activities to similar situations and suggesting paths forward that reflect the express needs of the particular audience.

These approaches allow the property agent to demonstrate their real estate training and the depth of their industry experience without coming across as disinterested or 'full of fluff'.