Males & females are very different creatures and sometimes selling real estate can be different depending on their sex. I have come across some tips on how to sell to the opposite sex if you seem to be running into a road block with your client.
If you’re a female selling to a male buyer;
-Transition more quickly from building rapport to getting down to business.
-When asked a direct question, answer it in a sentence before launching into a store.
-Be streamlined & focused. Speak only to features in which your prospect has shown an interest. Use facts, figures, & qualitative data.
-Build credibility by showing your stripes, what you bring to the table.
-Recognize that you have earned the right to ask for referrals, testimonials, and the business
If you’re a male selling to a female buyer;
-Focus as much on building rapport as you do on generating the sale.
-Use active listening skills and reflective language to ensure that she feels she is being heard.
-Ask to give your advice: “Would you be interested in hearing which mortgage I would suggest?”
-Rather than speaking only to her needs, address the needs of those she cares about when sharing services.
-Be patient with process. The greater the investments, the longer a woman will take to do her research and make a decision. It’s worth hanging in there because her loyalty is unmatched.
And thank you for making me Your Orange County Real Estate Connection.
Michael Caruso, Broker ABR ABRM CLHMS CRB CRS GREEN GRI
Past President, Orange County Association of Realtors (949) 753-7900