Realtors, boost your sales with public speaking skills 

• “Public speaking is a skill where the more we speak and interact, the more confident we will be.”

Must you have it as a real estate agent? 

Well, no, public speaking may not be a compulsory skill for a real estate professional, but possessing it certainly gives you an edge over others. 

Why? 

For one, property listings do not just run to you. Part of the job scope is to approach and convince sellers, most of whom know nothing about you or your ability to close a deal. In fact, you have to effectively demonstrate why you should be “the one” they hire to sell their properties. And for this, good public speaking skills will come in handy.

ESP Global’s chief operating officer Datuk Adrian Wang opines that public speaking may not be mandatory to becoming a successful real estate agent, but it is “an add-on advantage to the sales skill”.

He also adds there are real estate agents who go into public speaking to cultivate the skills to speak on the big stage where they launch properties, publicise products or invite memberships, and for these agents, it is a skill for advancement. 

Moreover, “In this generation, we can see social media channels such as TikTok getting very popular. If agents have presentation skills and can speak in front of the camera, I do believe this will add value to what they are doing. 

“If you can become [key] influencers, you will do quite well in the future. In fact, owners might be attracted to engage you to sell their properties on your social media channels,” Wang says. 

Do you either have it or you don’t?

So, is it only for those born with the gift of the gab?

WEREG Properties Sdn Bhd CEO Ethan Leong does not think so. 

“I don’t think it comes naturally, it is to be learned. Newbies, (or) whoever feels anxious, nervous and afraid to face the crowd, need to overcome it. Equip yourself with the necessary and adequate information and knowledge to boost your confidence.”

Leong also adds that to overcome the fear, you can consider joining classes such as the Toastmaster Club.

Besides Toastmaster Club, Rotary Club, real estate organisations and networking groups also give you opportunities to speak in front of an audience to improve on your oratory skills and your confidence to communicate effectively, which will ultimately help you become an even more effective real estate professional. 

Perhaps, you may even be able to build your clientele by speaking at community events while practising your presentation skills. 

Meanwhile, for Wang, engaging or hiring a teacher could be a way to brush up the skill. 

“In fact, during the early days [of my career], when I went on stage for the first time, I engaged a teacher to teach me how to speak on stage, to overcome stage fright and learn to interact with the audience,” he recounts. 

As Wang puts it: “Public speaking is a skill where the more we speak and interact, the more confident we will be.”

Nevertheless, he points out you can succeed in the property industry without being good at public speaking because the most important thing in a property transaction is not how much you say, but in presenting the right thing to the buyer and establishing trust.

“Once the trust is established, it is easier to transact the property,” Wang said.

Other skills a pro have

That said, there are certainly other skills to sharpen your selling prowess. Why not check yourself against this list and see if you have all of them? 

* Power of negotiation

Of course, this is a must-have for real estate agents. A good agent-negotiator is not just able to get the best deal for the customer, but also communicate effectively to prepare the customer on all different aspects and expectations from the upcoming deal. 

* Listening skill

According to Leong, a property agent needs to be good in listening skills too – so he or she is able to identify and solve a problem from its root.

“A real estate agent must focus on listening to the actual problems and needs of prospects and clients, and solving the problems,” Leong points out, adding that many only focus on strategies to earn their fees and sometimes forget the role of being a professional who helps clients.

* Technological savviness

Keep up or you will be left out. Technology advances rapidly and it is important for property agents to leverage technology to their advantage. Try out new technologies such as downloading apps that are useful. It is also essential to have an online presence on various social media channels and websites to advertise your business. 

Wang believes social media channels are getting popular as a platform for the young generation to promote their clients’ properties. 

“Visual skill is very important now. A video paints a thousand words. With the popularity of social media, good videos and photos are added advantages for agents to market their listings. Most of the leads or potential clients are attracted by photos and videos first, before they listern to or read the facts,” he highlights.  

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* Well-versed with the local community 

It is an added advantage for a property agent to know the local area like the back of his or her hand. The familiarity with the community will enable you to market your properties better and offer proper advice to your potential customers. This helps to build trust and confidence in your services.

* Know the laws and rules 

It is important for agents to be well-informed about local housing regulations, be it laws or house rules within the properties (especially stratified properties) they are marketing. This will enable you to guide potential customers through the legal documentations involved in the dealing. On the other hand, inaccurate information could jeopardise your reputation as a reliable agent. 

* Finally, persistence.

Getting a “no” is part and parcel of being an agent, but it is important to be persistent to thrive in a challenging industry. This includes efforts in building your network, expanding it, following up with your potential leads and eventually closing a sale. 

Continue to expand your knowledge and skills, and stay updated with current industry news on EdgeProp.my.