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Realtor Attention: Use Mental Triggers to Sell More!

There are several techniques that are very effective for people who work in sales. Some of these practices are deeply related to the instincts and emotions of human beings and are known as mental triggers.
These mechanisms are responsible for a huge range of revenue in the business world and, when we talk about the real estate sector, they are essential to make a successful business, impacting your customers long before they close any transaction with you.
Thus, we have prepared this post so that you know exactly when and how to use these techniques to make your sale. Check it out now!
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After all, what are mental triggers?

They are mechanisms that seek to persuade people through instinctual, social and emotional aspects, which are present in all human beings.
Understanding this concept is knowing how to properly dialogue using reason and emotion, in order to make decisions much easier for your customers. But, for that, it is necessary to present strong and coherent arguments, so that they feel motivated to buy with you.
The broker or professional in any area, when using mental triggers, needs to be aware of what they are doing or talking about, as well as the possible responses obtained. Thus, he will be able to create a strategy to reach his goal.
To better understand, imagine that a customer calls you interested in some property. After the initial conversation, he becomes interested, makes an appointment with you and asks: what day and time can we visit the apartment? And you answer: I am available at any time. It is noticed that this attitude is not adequate.
The most correct option would be to tell the customer that you would consult your schedule in order to schedule the available day and time. That way, he would understand that you're not really just any realtor, that there's a schedule to keep and appointments made.
It's very simple, but it makes your customer understand that you have responsibilities and that you can't serve him when he wants to. This increases the likelihood that he will commit to your business.
What are the ideal mental triggers for every real estate agent?
See now some techniques used in real estate and how to apply them correctly for selling and leasing properties!
1. Reciprocity
People have a common penchant for reciprocity. They feel almost obligated to make up for favors done to them. That's why there is the obstacle of denying something to someone who owes you a favor, for example, or feeling indebted to those who give you a gift.
This is a question that can be very well enjoyed by a realtor at the time of sale. So, offer benefits to your customers, as you tend to make them more likely to do business with you. Some examples of what a broker can offer free of charge:
• first installment of the rent;
• consultancy;
• property inspection or appraisal;
• gifts in partnership with other companies, such as a decoration consultancy or freight.
2. Authority
When you are serving a client interested in buying or renting property, it is essential that you transmit authority. In other words, in-depth and qualified knowledge of the real estate market and the item being offered.
This will give you greater credibility with the customer. In addition, he will feel secure, as he will realize that he is dealing with a professional who is knowledgeable about the subject, someone who knows what he is negotiating. That way, he will understand that the best opportunities are available to him, avoiding possible headaches after buying or renting a property.
Therefore, it is necessary that you fully know what you are negotiating, in addition to transmitting a lot of authority and confidence to your client. This is already a big step to be able to close a deal.
3. Commitment
This strategy is based on the idea that individuals do not like to break commitments they make, even if they are not significant or do not have a very large impact. This implies that the moment people make a deal, or say they're going to do something, out loud, they're rarely going to break.
In real estate, this trigger can be used when you want to persuade your client to complete the purchase deal. Making him assume aloud the agreement to visit the property or discuss it with someone close (spouse, for example) drastically reduces the chances of him suspending or abandoning the deal.
4. Warranties
The guarantees that you offer to your audience during the negotiation of a property make all the difference, allowing your sale to take place. So, tell your client how the property documentation is, showing that there are no pending issues or encumbrances.
When you have a new property for sale, and the construction company offers a lapse of guarantee — in relation to problems of infiltration, masonry, plumbing, among others — never fail to pass this data on to your client.
Knowing these factors makes him feel much more relaxed, increasing his chances of getting a good deal. Use words like peace of mind, security and assurance.
5. Scarcity and urgency
If there are few properties for sale in a particular neighborhood, make this clear to your client. Demonstrate that this is a unique opportunity and one he cannot miss.
The less properties there are available in a given region, the more disputed they are. If you, the broker, have exclusivity in this property, you may have great bargaining power.
If you work with releases, and most of the units of a work have already been sold, never fail to pass this information on to the client. If possible, even put up a sign on the property's location or on your real estate agency saying, "Enjoy, Last Units For Sale!"
If it's scarce, it's good — in most cases — and everyone wants that kind of property. Use this as a competitive advantage for the business.