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Why a successful sales background works in Real Estate

By
Real Estate Agent with DH Management
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Assuming I have a sales or business background, how does that apply to a career in Real Estate?

·      Over 40% of the people currently coming into Real estate and achieving success, have a sales and/or business background.

 

What does this have to do with it?

·      Successful people coming from a corporate background tend to be better organized, have better work ethics and are generally computer literate.

·      The idea of a financially rewarding career without the corporate grind, is attractive.

·      They generally adapt faster to a changing industry and new ideas.

 

Why is the Real estate industry changing?

·      Due to the Internet, fax machines, email etc, we’re in the age of quick accessibility to information, which in turn means they (the customers) are operating smarter than before.

·      Because of this, agents have to work smarter and continually make changes in order to stay up with today’s business climate.

*What happens if an agent cannot adapt quick enough?

·      There is a large fall out rate in Real Estate right now. The old are making way for the new. You have to change or adapt your skills to deal with the current and upcoming world.

*Remember the one thing you can always be sure of is that things will change!

 

For example:

·      In the old days REALTORS had control of the MLS listings. They were generally printed out in a monthly book format. Whenever a customer wanted to look at properties he had to rely on a REALTOR or classified ads in the local newspaper.

·      This has all changed. Real Estate salespeople no longer control the listings. MLS associations of most cities/areas are now available to anyone with Internet access.

·      In order to find customers, we have to get adept at e-mail-websites-digital cameras-laptops, Internet advertising and more

·      You have to offer your customer benefits and in effect become a consultant.

 

The 80/20 rules

·      It is a proven fact that 20% of the people in ANY endeavor do 80% of the business.

·      It doesn’t matter what you’re selling, there will always be people who are at the top of their profession.

·      If you will really focus and improve your sales skills as far as making sales presentations and qualifying buyers and sellers, plus really know the product (inventory) you can be in the top 20%.

 

Important Premise

“If you have to work for a living, you might as well make the best of it and earn lots of money.”

 

 

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