Realtors: Are You a Sales Professional?

“What’s the best advice you can give a newbie real estate agent?” she asked.  My advice: “Run your business as a business.” Plain and simple. If this is your full-time career, treat it like a full-time career.

Look at what other professional salespeople do (in industries besides real estate):

·    They get to the office at 8:00 am every weekday.
·    They make sales phone calls.
·    They go out and meet prospects.
·    They make sales presentations.
·    They set daily, weekly, monthly, & annual goals and achieve them.
·    They have a schedule that they follow each day.
·    They use professional tools for CRM and pipeline management.
·    They have a follow up system in place.
·    During the day, they stay focused on making sales.
·    They are self-disciplined.
·    They are self-motivated.

You are a professional salesperson.  The 2 most important tasks are: making listing presentations, and making buyer presentations.  How much time do you have allotted in your schedule for those activities?  How many hours per day/week do you spend doing sales presentations?  If you are not doing sales presentations every day, you cannot build a book and make a full-time living being a professional salesperson.

A recent poll from Buffini and Company found that the average real estate agent spends 37% of their workday doing personal errands.  The remaining time was spent on the internet, emailing, chatting with co-workers, or talking on the phone.  When do they make their sales presentations?!? Don’t copy the myriads of scattered real estate agents who have no schedule, no plan, and are floundering around without direction.

Find a great mentor and hire a coach.  Learn from the career pros who are making a full-time living selling real estate!  Observe how they run their business as a business.  And you, too, will be a professional.