{"id":10338,"date":"2017-10-24T01:00:13","date_gmt":"2017-10-23T15:00:13","guid":{"rendered":"https:\/\/reuncut.com.au\/?p=10338"},"modified":"2022-05-24T11:24:02","modified_gmt":"2022-05-24T01:24:02","slug":"how-do-you-sell-real-estate","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtyuncut\/how-do-you-sell-real-estate\/","title":{"rendered":"How do you sell real estate?"},"content":{"rendered":"<p>Such an interesting question.&nbsp; How do you sell <strong><em><u>anything<\/u><\/em><\/strong>?<\/p>\n<p>You can\u2019t \u2018sell\u2019 anyone anything they do not want to buy.<\/p>\n<p>You can, however, sell the <strong>benefits<\/strong> of something.<\/p>\n<ul>\n<li>How will the person use this?<\/li>\n<li>How will they benefit from owning it?<\/li>\n<li>Will they feel better for owning it?<\/li>\n<li>Will it add quality to their life?<\/li>\n<\/ul>\n<p>For someone to \u2018buy\u2019 what you are selling you need to ask qualifying questions and here is where many people go wrong with selling.&nbsp; They think it is a matter of asking for a shopping list of features they want in their new home.<\/p>\n<p>It is not what they \u2018want\u2019 it is what they \u2018need\u2019.<\/p>\n<p>Ask any buyer what sort of house they would like to live in and you will get a long list of desires \u2013 a pool, media room, extra accommodation for visitors, plenty of entertaining areas, lots of land, room down the side for a boat (Do you have a boat? No but we will get one at some stage) etc.<\/p>\n<p>Now ask them about how they live, how they entertain and how often, the size of the family, how they spend their leisure time and what they need to accommodate the family now &#8211; and it will be a different story.<\/p>\n<p>For you &#8211; it is not about knowing the answers but more about what questions to ask.<\/p>\n<p>Qualifying buyers is an art and it takes time.&nbsp; I have seen many agents fail because they made too many decisions.&nbsp; Decisions about what they \u2018thought\u2019 people wanted.<\/p>\n<p>They didn\u2019t ask the right questions and more importantly they did not listen to what they were being told.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Such an interesting question.&nbsp; How do you sell anything? You can\u2019t \u2018sell\u2019 anyone anything they do not want to buy. You can, however, sell the benefits of something. How will the person use this? How will they benefit from owning it? Will they feel better&#8230;<\/p>\n","protected":false},"author":176692473,"featured_media":14969,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[141],"tags":[49],"class_list":["post-10338","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blogs","tag-blogs"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How do you sell real estate? - Realty UNCUT<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/channels.realty.com.au\/realtyuncut\/how-do-you-sell-real-estate\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How do you sell real estate? - Realty UNCUT\" \/>\n<meta property=\"og:description\" content=\"Such an interesting question.&nbsp; How do you sell anything? 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Will they feel better...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/channels.realty.com.au\/realtyuncut\/how-do-you-sell-real-estate\/\" \/>\n<meta property=\"og:site_name\" content=\"Realty UNCUT\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/realtyuncut\/\" \/>\n<meta property=\"article:published_time\" content=\"2017-10-23T15:00:13+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-05-24T01:24:02+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/channels.realty.com.au\/realtyuncut\/wp-content\/uploads\/sites\/3\/2017\/10\/istockphoto-177735411-170667a-1.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"700\" \/>\n\t<meta property=\"og:image:height\" content=\"466\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Kevin Turner\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Kevin Turner\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/channels.realty.com.au\\\/realtyuncut\\\/how-do-you-sell-real-estate\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/channels.realty.com.au\\\/realtyuncut\\\/how-do-you-sell-real-estate\\\/\"},\"author\":{\"name\":\"Kevin Turner\",\"@id\":\"https:\\\/\\\/channels.realty.com.au\\\/realtyuncut\\\/#\\\/schema\\\/person\\\/ae5a3b5e891767bd82ad3a068c514329\"},\"headline\":\"How do you sell real estate?\",\"datePublished\":\"2017-10-23T15:00:13+00:00\",\"dateModified\":\"2022-05-24T01:24:02+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/channels.realty.com.au\\\/realtyuncut\\\/how-do-you-sell-real-estate\\\/\"},\"wordCount\":286,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/channels.realty.com.au\\\/realtyuncut\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/channels.realty.com.au\\\/realtyuncut\\\/how-do-you-sell-real-estate\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/channels.realty.com.au\\\/realtyuncut\\\/wp-content\\\/uploads\\\/sites\\\/3\\\/2017\\\/10\\\/istockphoto-177735411-170667a-1.jpg\",\"keywords\":[\"blogs\"],\"articleSection\":[\"Blogs\"],\"inLanguage\":\"en-GB\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/channels.realty.com.au\\\/realtyuncut\\\/how-do-you-sell-real-estate\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/channels.realty.com.au\\\/realtyuncut\\\/how-do-you-sell-real-estate\\\/\",\"url\":\"https:\\\/\\\/channels.realty.com.au\\\/realtyuncut\\\/how-do-you-sell-real-estate\\\/\",\"name\":\"How do you sell real estate? 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