If you are going to buy a house or a property, how would you know if a seller is being sincere and honest to you? Does he or she listens to what you really need?
And if you are a seller, are you concerned only about selling your property or meeting your sales quota regardless of the true condition of the property?
Here’s a guest post by a friend and sister in the couples ministry, Maves Salva-Angeles, and her story on how she sold her first property based on trust. People who are planning to buy a house soon will surely learn a lot as well from this experience.
(This article was first published in the Wealth Strategies e-newsletter in May 2012 exclusively for the members of Bro. Bo Sanchez’ Truly Rich Club. I want to thank Sis. Maves Angeles for volunteering this article of hers to be re-published here in my blog.)
She Bought It without Blinking an Eye!
By Maves Angeles
“We judge ourselves by our intentions and others by their behaviour.”
– Stephen M.R. Covey, The SPEED of Trust: The One Thing that Changes Everything
We met when I was 22 years old. I was a newbie to the real estate business when we met again. She was a 55-year-old, single lady and she wanted a rest house with a big area to grow trees and other plants.
It was a rainy morning when we drove to Batangas. Because of the weather, we were not able to go to the exact location of the property. From afar, I just pointed to her where the lot is—one hectare behind a big mango tree with a panoramic view of Mt. Batulao.
It was an unbelievable transaction for me because on that same day, she gave P20,000 as earnest money and a few days after, made a final down payment after checking the property site. This was my very first sale – a sale that was solely based on trust.
This experience has taught me a valuable lesson on building trust. It is by being an active listener, being honest, being sincere and being a consultant to your prospective real estate buyers.
1. Be an Active Listener
When I was still young, my mother would always tell me “Makinig kayo sa matatanda kasi napagdaanan na nila yan” (Always listen to your elders because they have already done it.) That is why I have great enthusiasm talking to people who are 10 or 20 years older than me. I love talking to them because I feel that they need someone to cheer them up and to listen to their stories. This is one of the reasons why older people trust me. By listening to them, they become my friends and they are ready to share everything that they have learned in life.
Remember the buyer whose story I just shared with you? She was actually my former supervisor in a company I used to work for. I have earned her trust because I first became her friend. I was with her, ready to listen, when she needed someone to talk to.
I also love talking to my mentor, seasoned real estate guru, Mr. Larry Gamboa. He is full of wisdom and I was there ready to take it all. I believe that with this attitude, I have earned his trust as well.
I also share with his passion to teach other people financial literacy through real estate investing. Sir Larry’s Think Rich Pinoy Wealth Seminar is more than just a business; it’s his way of serving people so that others can learn from the experienced one. Now I’m doing the seminar with him, not with the intention of doing the seminar a business but more of how to share the blessing of real estate business to us.
2. Be Honest
When I talk to people (even if they are older than me) I give my honest comments. When my former supervisor and I visited that Batangas property one rainy morning, I immediately told her that the area is hard to reach but that there was already an approved budget from the local government to improve the roads in two years time. So being honest means presenting the negative and positive perspectives of the property that I sell.
To date, there’s a cemented road in the property and property values went up from P250 to P500 per square meter. The property is a National Road of Batangas.
3. Be Sincere
Honesty (or being frank for that matter) is not enough. Sometimes your becoming too objective can hurt older people’s feelings. You must also be sincere. When you make recommendations, you need to make it clear that your intention is for him or her to buy the property that is really fitted to what he or she needs.
Let them feel that you’re really concerned to serving them by giving the value of the property. When we say value relative to properties, it means the immediate and long term benefits. If you believe that the property is what they need you will show real concern naturally and for me that’s sincerity.
Initially I know that my buyer wanted a rest house and area for planting. I found the perfect property. It’s cool, fresh air, with panoramic view and most of all just within the budget set. I knew it fits her that’s why I chose that property for her and she bought it without blinking an eye!
4. Be their Consultant (Not Just a Property Seller)
Being a property consultant for your buyer means that you have the opportunity to choose properties and offer the best ones to suit your client’s needs. “Choose” means you have already identified the needs of the buyer and you have sorted the properties for them. Do not show 100 properties to them. You must check these 100 properties, sort it to 25, visit the 10 properties and from those, choose the best three that you can present to the buyer.
In summary, selling properties to people who trust you is like selling hot cakes. You can easily sell to them.
Every word you say about the property means value for their money. They trust you not because you wanted to make a sale but you wanted to help them achieve their life-long dreams of having that piece of real estate property they long to have. You just need to start listening to the wisdom of the older people, be honest, be sincere and lastly be their consultant. And with that, you will find your Gem.
Continue to love and become an inspiration. Happy Real Estate Investing!
(Maves Angeles is a Real Estate Entrepreneur, specializing in foreclosed properties and other properties with motivated sellers. She and her husband are also serving in the Couples Ministry in the PICC Feast.)
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P.S. 1. Three years ago, I joined the TrulyRichClub. It was one of the best decisions of my life. Founded by Bo Sanchez, its purpose is to “help good people become rich”. Because of the guidance I get from the Club, I’m now investing in the Stock Market (and mutual funds, bonds, UITF’s) each month! It’s amazing how I’m personally growing in my finances. I’m inviting you to join the Club too. If you’re interested, then join the TrulyRichClub NOW! And email me at firstname.lastname@example.org if you have any questions.
P.S. 2. Learn How To Earn Through Larry Gamboa’s Real Estate System. Real Estate Mentor Larry Gamboa is giving a Seminar on February 9, 2013 on how he buys foreclosed properties or properties from “motivated sellers” and turn them around into rental properties or quick sales. If you’re interested to learn his system, click here now!
P.S. 3. Visit the Philippine Red Cross site to donate whatever amount you can for the victims of typhoons “Pablo” and “Quinta” in the Philippines.
Photo credit: Mikey 808