From the glamorous pageant stage, Miriam Quiambao-Roberto is now a wife, a mother, a TV host, an inspirational speaker, entrepreneur, investor, property manager and a real estate broker. Juggling all of these roles, Quiambao still manages to learn and excel.
As the Lamudi Philippines Brokers Awards Night is coming near, more aspirants are getting hyped up to know what it really takes to be one of the best brokers in the country. For this reason, Miriam Quiambao shares the ingredients of her success to other brokers.
The 1999 Miss Universe first runner-up says above all aspects of being a real estate professional, presentation might be the most important.
Whether it is showing a home to a possible buyer or renter, or helping owners sell their properties while clinching the best deal, the job requires a great deal of persuasion and convincing. Unfortunately, this is not as easy as it sounds. Common mistakes are hard selling or being too dull as they present. The most unforgivable, however, is coming unprepared and being unprofessional in front of clients.
Arrive on time
This is a basic best practice not only in real estate dealings. According to Miriam, being early at the venue sets the tone for how the presentation goes. As the owner of Q Estates Management and the managing director of 3Win Realty & Development Corp., Miriam is regularly attending meetings and she says that arriving ahead allows one to settle into the venue before a presentation, avoiding having to rush and be unkempt. Arriving early also gives you the chance to prepare yourself and your visual aids if you have any.
“For brokers and in anything actually where one wants to appear as professional, I would suggest you come on time. In fact, even 15 minutes before the meeting, because that will allow you to relax a little and settle in, and not rush because you’ve found an ample parking space or the venue itself beforehand. If you are meeting with a seller, it also allows you to prepare with them way before the buyer arrives,” she says.
Preparation is key
Whether in media or in business, preparation is a necessity. Unlike in a television or movie shoot where mistakes can be corrected, there are no retakes when making a live presentation to a client, so preparation is very important. More than arming yourself with the right words, coming confident and prepared ensures that the clients feels a professional kind of care from you and not just there to push business.
“If there are documents or need-to-know information that are required or that might come up in the meeting, you should already have acquired or researched that way before. If you’re the selling broker, you want to make sure you’ve done your due diligence, so that the person you are selling to does not experience any problems because of your lack of it,” she says.
“Always take note that your reputation is also on the line, so you want to make sure that you are showing your fellow brokers and their buyers or sellers the professionalism they deserve. For instance, you should avoid occurrences where you will present a property for sale that will turn out as a problematic property and will cause delay in the process due to your lack of research,” Miriam says.
How you present yourself
“The way you carry yourself and the way you look are the first measure to your character. It can show that you are trustworthy and also reflect on the kind of work that you do. If you look disorderly, they may think that’s how you work.” Going beyond aesthetics, clients prefers to listen to a presentable speaker, and keen to do business with someone knows how to care for him- or herself,” says Miriam.
It is all in the details, says Miriam, as the presentation begins the instant you meet the person or people you are presenting to. “Always practice proper hygiene and present yourself professionally, because they will immediately see that you cared enough to be put together well for the presentation.”
“When you introduce yourself, it is important to give them a nice, firm handshake. Not too long, not too short, not too strong, not too limp but just right. Remember as well that eye contact shows confidence and that you are secure about yourself and your job,” she says.
Finish strong
Even if the presentation did not end in a deal, it is still vital to leave a good lasting impression. Miriam says that business doesn’t end when the presentations are finished, and being appreciative and sending follow-ups can build relationships that all started with that initial meeting.
“It would be nice if you could send them birthday cards or Christmas cards, flowers, or a decently priced bottle of wine. Nothing too expensive, but just something they can remember you by. Those little actions will mean a lot to your clients. Apart from showing professionalism and appreciation of their time, this will likewise ensure that you will be on top of their mind in case they need to buy, sell, or rent property in the future,” she says.