9 Selling Tactics to Offer Your Property for Sale

Selling products and services uses skills. Convincing people to patronize the item on your hands or the display behind your back requires you to be strategic. Convincing people to send their money especially when purchasing big-ticket items such as a house and lot, a condo unit or a vehicle in an auto center in Bonifacio High Street implies you have the guts and the mindset of a negotiator while remaining empathic. People are easy to dismiss people who offer things they can't afford, or they don't need. Therefore, you must play with their emotions and psyche to get them to accept the deal on the table.

A sale is one of the most exciting parts of real estate negotiation. Though it presents challenges and it pushes you to do things out of your comfort zone, you can find that you still have plenty of areas to improve yourself. For one, you can practice persuading people. You can also drabble into different types of marketing efforts to reach other interested parties in the market.

It doesn't matter what kind of product you're selling. If you're willing to take the challenge of offering real estate to house hunters and potential home buyers, then here are the selling tactics you must keep in mind.

1. Create a need

Comfortable people or those that don't see the need to purchase what you are selling are not susceptible to your persuasion, bargains, and offers. But, it doesn't mean you should remove them from the equation. You can still convince them to buy or (at least) think of your property. You can do this by creating a need. You should make them believe that what you are selling is an essential component in their daily life. You can also try picking on their insecurity. It might be their outdated kitchen counters, lack of parking space, or distance from the city center. Use all of these to play into your potential buyer's mind.

2. Emphasize urgency

As a property seller, your goal is to get rid of the property in your hands. Another way to do this is by emphasizing the role of time. Time can influence the price of the property which is a big deal for buyers. They want to take part in the market when rates are low. If not, they prefer to wait until things settle down. When making your pitch, you should always emphasize the importance of buying now. List all the opportunities they'll miss when they opt to purchase a property at a later date. Back up your information with market conditions and valuable stats. People are likely to believe what you are saying when you have credible sources to back it up.

3. Build rapport

Plan your course of attack. Don't approach an interested party without doing a background check. Get to know your leads and customers first. Get the details you need to execute Selling Tactic #1. Understand why they are interested in the property. Find out why they inquire about a specific property instead of the others. All of these are your stepping stones to talking to them effectively.

4. Help them visualize their dream

Imagery is another tool you can use. After picking on their insecurities, you can now help them feel at ease. Show them how your product and service can support their needs. Help them visualize what happens after they purchase your property. Paint a positive image and ensure them how good they will feel once they have the unit or home of their dreams.

5. Highlight your brand’s advantages

As much as possible, you should only present the best parts of your brand. You should also highlight the benefits of choosing your brand over others in the market. Of course, people always prefer a higher quality of product and service over those offered in the market. Hence, you must ensure them that they are getting the best value of their money.

6. Remain honest and open

It might be tempting to cover up the bad parts of the house you are selling. But, doing so makes you an irresponsible real estate agent. You are neglecting your duty to inform your buyers of what they are getting once they purchase the house. It's critical to be honest about the details of the property as well as the exclusive offers and deals you can extend to the customers. However, mind the information you share. Some information should remain confidential.

7. Never say “I don’t know”

Part of selling is convincing. To convince, you must know the particulars of the things involved in the negotiation. Saying "I don't know" in front of yout client or potential buyer can make him or her back out of the deal. Instead of uttering those words, you should say “I will get back to you on that” or “I will communicate with my colleagues/manager/supervisor as soon as possible to clarify some points regarding that.” These sound a lot better, and it gives you time to gather all the information you need to come up with answers and explanations.

8. Foster a “can do” attitude

Become an efficient real estate agent. Though part of the job is declining a few requests, you must also be able to do the impossible. Sometimes, a client demands something out of your control. In the name of "commissions," you should be able to heed the request. But if you can't do anything about it, you can always make a counteroffer.

9. Drop the “unfortunately”

You must be able to execute positive framing when selling. When you surround yourself with positivity, you must drop the habits that lead to your failure. This means you must leave the negative words out of your vocabulary. Don't use "unfortunately" as it sounds daunting. Plus, it doesn't exactly convert to sales. Instead, say this: “As of the moment, our company is taking that into consideration (or developing that option) and on the other hand, we have the following products and services that would fulfill your needs.” It sounds a lot better.


Sometimes, real estate selling requires you to be more than an agent. It pushes you to become a marketer, a critic, and a researcher. You must put on several hats to successfully sell a property. But, it doesn't matter. It all pays off in the end.