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In the world of sales, its not uncommon to try to twist the truth or bend the rules a little to close a sale. As a real estate broker, I know how tempting it can be to compromise your standards when a closed deal is within site. But the question is, are you willing to sacrifice your integrity for the sake of closing a deal?
Integrity is defined as the quality of being honest and having strong moral principles.
Take an honest look at yourself. Do you have integrity?
When I started working as a real estate broker, I got exposed to different brokers and salespersons. Each had his own selling style. But what I noticed was that some were more willing to bend the truth a little to close a deal.
For example, not all developers are alike. Some construct good quality houses. And others don’t. And how do I know? I ask people who were able to buy units from these developers. There’s nothing like actually living in a house to test its quality. Now brokers often know which developers build good quality houses and which don’t. And yet some agents would promote a certain project which they know isn’t of very good quality and even tell their clients its a good project just because of the commission plus tons of incentives. I admit that I wasn’t as discerning with what I’d sell to clients as I used to think all project were alike. But as i got to know the developers more, I realized each company is different. Now, I’m more careful as to which projects to sell. I focus on endorsing good quality projects to my clients. And if my clients still choose otherwise then, it’s their choice and I respect that. At least I’ve already told them the truth as it is.
You see, I see myself not only as a real estate broker but as a friend to my clients. An adviser, if you will. Whenever I’m with a client, I imagine that he or she is my best friend or a close relative. This way, I am more mindful in only recommending a product that I know will benefit them. I help guide my clients in making the choice that is best for them.
When you sell with integrity, you may not always close the deal. But you’ll always have your clients trust. And when they trust you, they’ll come back to you once they’re ready to invest because they know that you have their best interests at heart. Whenever you sell with integrity, you don’t just focus on todays sale but also on future sales.
How do you sell with integrity?
I believe that there are 3 ways to sell with integrity.
First, prepare. Know your product. Whenever you go on site visits with clients, prepare as best as you can. When you take the time to prepare you’ll be better able to answer your clients questions and lead them to a decision that is good for them.
Second, be honest. The temptation in sales is to say a project is a good deal when in fact, we don’t really know. Just because a developer says a project is good doesn’t mean it actually is. So as brokers, how can we tell? If it were any other product, I would test it out myself. But in real estate, it just isn’t feasible to go and buy one unit in all the projects you’re selling. So the next best thing is to interview the people who have bought the product. Ask them what their experience was living in their new home. How is the quality? Did they have to redo the whole house before moving in or did they only do minor retouches? Gather this information and then share this to your clients. Be honest. Be transparent with your clients. They’ll appreciate you for it.
Third, lead your clients. People don’t want to be managed. But we like to be lead. As a broker, you’re the expert so act like one. Don’t wait passively for your client to make a decision. Once you’ve provided him with all the information he needs to make a decision, lead him to making a decision. Clients often love to procrastinate. Even after numerous site visits and explanations, they’ll still say “I’ll think about it.” As the broker, it is your job to help your clients overcome this tendency.
The real estate industry is a great industry to be in. With the booming market,there have been a lot of developers coming in and there is a lot of inventory to sell. However, it also has its challenges. When you commit to sell with integrity, you can overcome many of these challenges and really rise above the competition.
Go live a Truly Wealthy life.