¿Qué hacer si se cuestiona su experiencia en bienes raíces?

O Mercado imobiliário tem ciclos bem aderentes a macro economia mundial e ao desempenho econômico de cada nação. A cada novo ciclo ocorre uma transformação de processos e surgem inúmeras oportunidades. Os gestores precisam ficar atentos as constantes mudanças para que processos possam atingir os seus objetos e os produtos imobiliários estarem em alinhamento com as demandas do mercado. É muito importante ter uma boa escuta para se manter competitivo.

Usually they don’t trust you. Bringing proofs to your experience and knowledge is futile in most cases. Earn their trust. How? Show them. Words are cheap.

It's OK if your expertise is questioned. Make sure you understand the nature of questions or criticism and then determine if you can explain why the questions may be misguided or misinformed. It's also possible that the criticism may be well founded, in which event you can thank them for the learning experience which should, ironically, make you have a higher level of expertise!

Make it obvious that you are very self-aware about what you don’t know, but that you are knowledgeable, disciplined, and humble enough to prevent those (temporary) knowledge gaps from negatively impacting outcomes. Pride and a sensitive ego will only hold you back in business (and most everything else). A little self-deprecating humor also goes a long way in building rapport.

When facing doubts about your real estate expertise, let facts speak louder than words. Back up your knowledge with concrete evidence, whether it's data, testimonials, or references. Steer clear of vague statements and instead, focus on tangible ways you add value to clients. Confidence coupled with clarity will not only dispel doubts but also showcase your professionalism and commitment to client success.

I have lots to provide and I can answer any challenge, any time. I just have to find someone with that kind of attitude which is: 1) worthy of my time 2) I would enjoy to work with

Be transparent about your strengths and areas of expertise. If there are aspects of the real estate industry that you are not as familiar with, be honest about it and assure the client that you will seek the necessary information or resources to assist them. By effectively communicating your experience, local knowledge, specialized expertise, and commitment to client satisfaction, you can address the client's question about your expertise in the real estate industry with confidence and professionalism.

Os melhores exemplos são os casos em que já trabalhou, que demonstram efetivamente os resultados alcançados. Os leading case servem como referência para demonstrar a experiência alcançada no assunto.

I reinforce my expertise by incorporating third-party reviews and video testimonials, which provide tangible evidence of my credibility and effectiveness in the real estate industry. These testimonials not only validate my knowledge and skills but also offer real-world examples that resonate with potential clients.

One thing I have always found helpful is to stick to your true self and that for some things, it is OK not to always know the answers. When it comes to real estate, a lot of things really are an opinion, and if your opinion is based off of your real life experience, it has a much higher chance of being a more informed opinion, our opinions are not always right and that is fine. There are some people who you will never be able to please. And if they are going to continue to question your expertise, then they just might not be the right client for you.

The best thing to do is listen to them, then educate and inform them. I have found that most often it is clients who found success in another field, such as an attorney or medical doctor who bought a shopping mall or center from a large REIT, such as Simon or CBL, and still think they can lease it to "A" tenants. You have educate them and let them know this is why Simon or CBL sold the mall to them, because the demographics have changed and they can no longer leverage deals with national retailers and restaurants, and that it's going to take a lot more shoe leather to get their project released. You never want to overpromise and underdeliver. I will often say, my mother named me Michael, not Moses. They usually get it.

If my real estate knowledge is being questioned, I'd tell the person that this is how I've always approached it, but I would absolutely check my ego at the door, and let them know that I would be more than happy to ask someone in the office with a bit more experience... just to be sure we're on the same page moving forward

Knowledge is power, often times people think they know something to be true and they could not be more incorrect. Everyday is an opportunity to learn in real estate.

Volvemos a la importancia de escuchar al cliente. Hay que hacerle preguntas para comprender bien qué es lo que le que se le tiene que explicar. Para ganar la confianza de un cliente es esencial tener siempre el objetivo de ayudarle, y no verlo como un medio para cerrar un negocio y cobrar una comisión.

Also would like to understand the concerns and reasons of such thought . In my bio there are enough reasons to show my relevant experiences, inspite of that if someone raise a question there must be some reason

Sometimes the people we deal with are having a bad day. Clients have pressure and real lives. Listening more and responding authentically I find is the best in this situation.

We have a formal complaints handling procedure, this is in two stages. Stage 1 is an internal procedure and there is due consideration to fully understand the complaint and respond in a non aggressive and professional manner. The second is inviting the complainant to use free mediation. In our case it is CEDR. We fund CEDR, when it goes to independent mediation we honour the determination. A client may be seen to be vexatious, if this is the case their complaint (should they decide to pursue it further) nay he seen by a court or tribunal in that light.

ein Einwand ist - im Unterschied zu einem Vorwand - ernst zu nehmen. Das Gegenüber hat tatsächlich etwas, an dem es sich stört. Oft erwidert man darauf mit: "Aber...". Egal unweigerlich eine negative Reaktion/Emotion auslöst. Versuche stattdessen einen Einwand einfach mal mit "Genau. Und... entgegen zu treten. Kleines Detail, womit die gleiche Message abgesetzt werden kann, aber sich das gegenüber besser Verstanden fühlt und Du somit einfacher ans Ziel kommst.

How we hand objections and criticisms may be the best way to demonstrate your expertise without having to demonstrate it. Remaining calm and keeping good humor, but still resolute can build the relationship necessary for them to accept that you good to work with. One of the first lessons I learned living in Italy was that "no" wasn't a rejection; it was an invitation to a relationship. Acknowledge the validity in any complaint, accept that you are not perfect, and with a smile and a wink show them empathy and that you have heard them. Then ask them questions that will help them discover that they like you, and you do actually know what you are talking about. Respect them and be interested in them and they will respect you.

After the conversation, send a follow-up email summarizing the key points discussed. Provide additional resources they might find helpful, like links to relevant market data. This reinforces your expertise and strengthens the client relationship.

Concluding the conversation is just the beginning of solidifying trust with your audience. Express gratitude for their time and engagement, reinforcing your value proposition. Share pertinent resources to bolster their understanding and progress towards their goals. Maintain consistent communication until satisfaction or commitment is achieved, showcasing reliability and responsiveness. By delivering on promises and expectations, you solidify your reputation as a dependable and respected professional in the real estate realm.

State what you're going to do and follow through on your promises to the client. This is how you can get repeat business because this is what most won't do.

When leaving a client, I inquire about their preferred timing for a follow-up call, then adhear to the schedule. I mark my calendar, and follow-up at the agreed-upon time. When listing, apprise them of my commitment to monitor market dynamics while they prepare their home for listing, thereby guaranteeing accurate pricing. Also, furnish valuable insights via email to optimize their home's presentation for the market. For buyers, I communicate intent to furnish them with property listings within their specified price bracket as they become available via an MLS portal. Additionally, extend informational resources educating on the intricacies of the home purchasing journey. And always thank them for entrusting me with their real estate needs.

After closing, keep in touch, showing commitment to their long-term satisfaction. Thank them, offer ongoing support, and provide updates that underscore your value. Regular follow-ups ensure you’re their go-to when ready to move again, highlighting your reliability and dedication. Show you’re more than an agent; you’re a lifelong real estate ally.

As soon as I sense objection or rejection I try to always pause and ask the other side “what has been your experience in/with…..” then listen. They often lead into a completely different direction and that’s ok. 90% of the time the other person wants a turn to be heard. Then, if it’s a matter to get back to I like “would you rather” options to guide the conversation.

Valuation conclusions are being highly contested today. I break the valuation down into the individual metrics like rental rate, rental growth rate, vacancy, expenses, expense growth rate, investment rates, etc. I explain how and why each conclusion was determined and how the combination of those elements results in a well reasoned conclusion. If there is disagreement on the sub conclusions and new data is provided, I consider modification. If the modified metrics result in a different value conclusion, so be it, if it is market supported. I will not accept a premise that all the sub metrics are supported and the client disagrees with the results. At that point it is just math and math wins every time.

It’s a combination of things and I would do it in this order: - listen and acknowledge what is being questioned and make sure you understand clearly by repeating back what the person has said - provide facts and evidence to support what you’re saying / showing - then if necessary, educate and inform by providing other examples as precedent is a good way to form knowledge and understanding as well as any relevant theories / models / calculations

First, it's important to consider the source of the criticism. If it's not a valued member of the real estate or mortgage community, it could just be (and probably is) insecruity on the part of the other party. If it is a reliable source, ask for specific examples of what brought the person to that conclusion and offer testimony as to why I did or acted as I did.

I start out each day remembering why I do this work. As long as my family is taken care of, my existing clients are satisfied and I can be proud of what I see in the mirror; I don't worry too much about skeptics or detractors. I don't do what I do for clicks on a "like" button. Add value to the world, nurture strong relationships and all else falls into place.