Ekaterina Milash - Bridge – unique technology of business. How to become the most successful in the Real Estate market with support project “Indvizh”

Facebook 1 1 Organizations banned on the territory of the Russian Federation , V- Kontakte, Odnoklassniki, and Instagram 2 2 Organizations banned on the territory of the Russian Federation are suitable for your activities. But keep in mind that they all have a different target audience.

In addition, in order for your page to start bringing money “to the house”, you must do the following:

A. If you use a personal page for the work, clean it thoroughly.

Photos for personal use and vulgar jokes are not allowed. Minimize the number of hippos, cats, posts about all kinds of socionics and family psychology. All of this can alienate your potential customers.

B. The best option is to start a professional page for the work. In this case, each of its elements should work for your image.

C. Make publications on your page daily. Publications must be in interview format. Interviews should be recorded with all market participants: with realtors, with sales managers, with heads of sales departments or real estate agencies, with developers or with owners of big real estate.

Publications can be devoted to the intricacies of your activities, the situation on the real estate market, the opening of new malls and other interesting events in your region.

D. Encourage customers to leave positive feedbackabout your work on your page. This will increase the level of confidence your potential customers have in you. Do not ignore requests for advice, always respond to messages in the “private messages”!

Specify the address of the professional page on a social network on a business card.

In order to expand your funnel, grow from an agent or agency into a big independent project.

Why is this topic important?

Of course, you can put this book aside and continue chasing a client who is not eager to communicate with you and who is most likely not happy to pay a commission.

Here the question is not that you did not manage to present your value, but that every person has a desire to benefit, to save.

I can give examples where a person does otherwise. In my practice, 90% of foreign clients did not even think about the fact that these services of intermediaries cannot be paid. They had a cost in their head, and what elements it consists of is not their concern.

But we are now talking about our sphere of influence and our funnel.

Agree with me that the majority of our clients are our fellow citizens, who can be safely attributed to the so-called “reds”.

For those who have been in the market for a long time, this information will not be news: people really similar to each other, and they can be combined into groups.

I’ll tell you about it in more detail. Knowing this aspect will help you find the answer to the question “why?”.

Beige clients are not decision makers (DMs).

These may be relatives who select real estate not for themselves, but for their daughter, who is in another city and upon arrival will independently study the real estate market.

You can’t waste time on beige clients

Violet is a very difficult type of client. However, if you can adapt to them, then success is guaranteed.

Purple client is a supporter of any teachings. He pulls into his value system, offers to become a member of his society or asks you to buy an Energy Diet slimming shake.

In a word, these are fans of their views, and if you behave correctly with such a person, then the deal is secured.

Remember how fanatically the client pulls you into their business. Just as fanatically, he will talk about you in his sphere of influence.

Now, please, more attention: RED IN THE CITY!

This is not a reference to the last century – this is a characteristic of our society.

Each of us is a little red. You are not born red, you become red.

Just so you understand: even purple clients can turn red if you make one mistake.

Who are the red ones?

Basically, these are aggressive, insatiable, greedy customers. It doesn’t matter to them whether the product is of high quality, what risks are possible when buying. They are interested in bargaining – cheaper and more.

Don’t put your finger in their mouth. When communicating with them, in no case should you talk about concessions, bargaining, that you can give up with your commission.

By saying this, you will open Pandora’s box , and the red one will never come off. There will be bargaining until he breaks the deal for himself.

It is for them that advertising campaigns of the following type have been created: “ Buy an apartment and get a refrigerator as a gift !” or “ Pyaterochka store near the house ” and at the end of the announcement in large letters: “ BARGAIN!”.

Submit such an advertisement – and you are provided with a call. You’ve landed a potential client, a red client.

How to work with him?

There is no panacea.

If a person wants to make a deal without intermediaries, he will go to the end.

Yes, he will smile in your face, but in the end, he will try to do his best to save money.

The only advice isto be stronger, show the client that you are a professional, and if he does not want to pay for your work, then please let him continue looking for real estate without you.

It can be said that all foreign customers are blue. They came, they chose, they bought.

The blue client does not like gray schemes, he needs specifics: price, floor, distance to the sea, how much money the rent will bring.

If such a client sees that you have exaggerated or even lied somewhere, he will immediately find a replacement for you, since it is important for him to work with a good specialist. Unlike the red client, the blue one will not break the SIM card after showing the object. Blue will say to his face what exactly did not suit him in the object and the specialist.

Orange is the most favorite client (investor).

He doesn’t care how much you earn. The main thing is how much he can earn thanks to cooperation with you.

Comfort is above all.

They also don’t care how much you earn. The main thing is that their property should have such characteristics that will give them positive emotions: a view from the window, maybe a square, a beautiful courtyard. In short, a landscaped area for a comfortable life.

Absolutely every client can become red. Don’t bargain, stay within limits. However, if you make a mistake, then 99% out of 100% is a loss of opportunity to get results, and most importantly, a loss of time that you could spend on other motivated clients who appreciate your service.

“But don’t rush customers!” you say. And some will even get ahead of me and will stand on the fact that the specialist chooses the client, and not the client chooses the specialist.

I will answer it this way:

Do you need to know your worth and not work with those who do not appreciate you? – YES.

Do not scatter customers left, and right? – YES.

Both points of view are correct.