Yesterday I received a phone call from a Realtor that brought a huge smile to my face. As she explained how she had just sold a home I could literally feel her jumping up and down with excitement. Like so many, she struggles a bit with calling prospects. A few months ago her client, a buyer, made an offer on a property and then backed out as they decided the price was just a bit out of their financial safe zone. The client fell off the radar and she’s had no recent contact. We’ve been talking, working on sales skills, and just a week ago she attended a great Realtor sales training program. A few days ago she saw the home her buyer originally wanted drop in price. This Realtor was nervous to make the call to her buyer as she really wanted to “strongly encourage” them to get back into the buyer’s market and make an offer on the home. This is not something she feels comfortable doing. After much self-talk however she decided to be bold and to make the contact. To her amazement the client jumped at the opportunity, made an offer, and now has a signed contract. I am so excited for her.
If you have much sales experience you’ve probably found that often, your greatest success stories come from doing those things you find to be most difficult. When you find yourself struggling to make sales calls it helps to think back on those “war stories”. If you keep a journal of those experiences they can really come in handy and can serve as great reminders. The fact is, people don’t mind you calling nearly as much as we convince ourselves that they do. Most of the time people like the attention as long as we keep it professional and aren’t too pushy.
I keep saying that 2013 is going to be a great year and for many you’re already rocking and rolling. No matter the economy challenges will always exist and this year a low inventory is just one of those challenges. With every challenge comes opportunity and I believe the opportunity to call sellers and buyers is better than ever. You have a great story to tell. Consider telling potential sellers that it’s a great time to put their home on the market as demand is high and buyers are a plenty. Potentials buyers should be anxiously engaged in deciding what they want in a home so that you their Realtor can ensure they are quick to be notified of new homes on the market that meet their criteria before they’re gone. Recent studies show than more and more buyers and sellers feel they can get everything they need from the internet. It’s a great time to help them understand how important you can be with finding pocket listings, leveraging your network to find potential sellers, etc.
Congrats on all the success you’re having. We’ve been greatly blessed by your loyalty and look forward to continuing to serve you.
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