When I started in real estate...there were many things I was willing to do..today is no different...as a matter of fact...I learned early on...despite what we call ourselves...we are sales people!
To think that term is ugly or embarrassed by those words? We sell houses...lifestyles..and regardless of what you think...you must know your lines and have skill...and practice...
As I sit and listen to associates a few things come to mind....
- Those that speak first loses..don't believe me try it in negotiations and watch the other party...just spit up everything that you need to know.
Rehearse your presentations..that's right...don't tell me that words just naturally flow out of your mouth..the truth is..with ever changing laws..policies..and the way we do business...you need to practice your presentations. Sales skills is an art..and you truly have to practice them.
If you don't have the answer...be honest...I learned a simple phrase, I'm not certain but I will be more than happy to get that information to you as soon as possible. Too many agents wing it and with resources available 24/7 are you really going to take the risk of pretending you know what you don't know?
- You lose a deal...and you know in your heart of hearts you can't do anything about it...its really simple to keep moving forward...NEXT..move on..lesson learned..don't dwell on it or let it break your attitude..remember for every one of them you lose there are so many you can gain. So keep your focus.
Prospecting-its important and imperative for a successful business..many agents waste valuable time..doing the "more important things" rather than continually keeping their pipeline full. Prospect every single day.
Get in front of more people..no I don't just mean sitting behind your desk on line...get real...real estate is a people to people business and while you might have encounters with people on-line...take the time and get to know them face to face...pick up the phone...send them a note. While it might not be cool..these acts of appreciation never go out of style.
Why would you take every drop of business that comes your way?- Overpriced..the likelihood of a property selling is slim to non...if you have difficulty in showing the property why list it? And if a seller is unreasonable about offers why add them to the mix to an already overpopulated mls?
Leads are leads regardless of how you slice it...if people take offense to this..well they should include their contact info..with no name...no phone..yes ladies and gentlemen they are in fact leads. ..its our job to convert them...and build the relationship!
I am really surprised..as to how some real estate professionals get dragged by their nose....while some may say its because real estate is consumer centric...that has always been the case..real estate always has been consumer centric at least the way I have always practiced it..
No I won't pick up your dry cleaning but would be more than happy to go to court or assist in getting repairs done!
As I think back to the agents that I have used in the past. I didn't ask them to pick my kids up from school or check on my mail while I am out of town...nope can't say I asked for a ride to the airport and why would I?
I hired them for a reason...for their expertise...for the real estate services they provide...for their knowledge and for them to lead the way to either selling a home or buying a home!
A good salesperson, agent consultant or whatever you want to call yourself...knows their business..knows what works....knows their limits.. but more importantly...they work hard and at the end...they can sleep with themselves at night..can you?
About The Author: Midori Miller is a Real Estate Trainer and writes and trains Daytona Beach Real Estate Training. Midori Miller is a licensed Florida Real Estate Broker, License # BK645709 and an active member of the Daytona Area Association of REALTORS. CENTURY 21 Sundance Realty has 2 office locations to serve the public, Ormond Beach, Florida and Daytona Beach Florida. Contact midorimiller@yahoo.com or (386)453-3236. Buying, Selling or Real Estate Training. All calls and emails are confidential as I respect your privacy!
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