Nota Exclusiva de Sebastian Cubero, Broker Inmobiliario de RE/MAX ARENA, Mar del plata
Tu mejor Carta de Presentación es la imagen que tiene de vos un cliente o futuro cliente de tu trabajo.
Tu trabajo es distinto al del resto de las personas que integran el rubro inmobiliario, y es por esto que, cuando comienzas una relación con un prospecto o futuro cliente es casi seguro que tu imagen sea positiva, luego, con el paso del tiempo, corremos el riesgo que se torne negativa.
La comunicación es la base de las relaciones, por ende, si comenzaste esa relación con información clara sobre cómo es el proceso que van a transitar tendrás una mayor probabilidad de lograr que la imagen que tiene tu contacto de vos no decaiga.
¿De qué hablamos cuando hablamos de una comunicación clara?
Hablamos básicamente de dos cosas:
1) Salir a precio de Mercado (con un buen análisis de comparables de propiedades vendidas en el último plazo)
2) Ajustes de valor de acuerdo a la respuesta del Mercado
Si tu cliente entiende el proceso estamos hablando de un cliente maduro.
Los clientes que no están maduros para trabajar en este proceso tienes que soltarlos, no pueden madurar en el proceso de comercialización.
Ese cliente inmaduro que soltas antes de comenzar, en algún momento (si seguís con el plan de relacionamiento) volverá, porque no hay nadie en el mercado que pueda cumplir lo que vos le das.
Y mientras esperas, atendes a los clientes que sí están maduros para trabajar hoy en este contexto.
Qué pasa si aceptás trabajar una propiedad de un cliente Inmaduro que te puso condiciones por ejemplo con respecto al precio o a los ajustes pautados?
Lo que va suceder es que el cliente, al principio, va a estar contento con el acuerdo porque tiene la sensación de haber ganado (algunos agentes también porque evitan tener charlas incómodas o perder los pocos prospectos que a veces generan) pero como los resultados no van a llegar, tu imagen va a empezar a sufrir un impacto negativo (al final no eras tan bueno como pintabas) y con el paso del tiempo (y tu presión para ajustar un precio que debería haberse ajustado antes) la imagen va a terminar cayendo aún más, y va a llegar un momento en que ese cliente va tener un combo explosivo entre:
– Su falta de madurez para vender
– Su precio ficticio
– Tu presión para ajustar
– La baja de tu imagen como asesor
Y la consecuencia de este combo que mencionamos es probablemente que el cliente interrumpa el proceso de comercialización.
A está altura perdiste 4 o 6 meses de buscar o atender a clientes que además valoren tu trabajo y lo más probable es que esta pérdida vaya acompañada de problemas económicos.
Justamente esos problemas que al cliente que te hizo trabajar gratis no le importan pero que a vos si deberían importarte.
Poné tus relaciones bajo la lupa para trabajar sólo con los que quieran realmente trabajar con vos bajo TUS condiciones.
Trabajar como Agente en REMAX ARENA ? https://www.remax-arena.com.ar/
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