As a real estate sales manager, broker owner, and real estate trainer, I’ve worked with thousands of real estate salespeople. After accompanying these people on sales appointments, I’d counsel them afterward on areas they needed improvement in. I eventually distilled the real estate selling process down to 6 basic steps. Once I adopted this selling system, I found my sales and the sales of these people I counseled increased as long as the 6 steps were carefully followed. This step by step selling system real estate is just like any blueprint for building or achieving anything. Just follow the steps and you’ll get the promised result.
These steps are:
1. Find The Prospect
2. Find The Decision Maker
3. Arrange For The Appointment
4. Ask Qualifying Questions And Listen
5. Present Your Solution
6. Ask For A Commitment
The steps occur in this order, but don’t proceed neatly in chronological order. Each step influences the others and hopefully moves the sales closer to the last step.
1. Find The Prospect
There are both good and bad prospects for your business, and knowing who your best prospects are and where to find them is critical to your success. So you must first optimize your prospecting system so it yields only the best prospects consistently.
2. Find The Decision Maker
You’ve probably had lengthy discussions with a presumed prospect and then realized you’re not talking to the right person. For instance, you may have focused your selling efforts on a husband when the wife makes the final decisions, or vice-versa. So you need to diplomatically find out who the decision maker is and deal with them primarily. Never assume who the decision maker(s) are!
3. Arrange An Appointment
We all know our sales efforts are most effective when we’re face to face with prospects. So many real estate professionals make the mistake of asking for a meeting before they’ve built sufficient rapport with a prospect. You’ve probably had situations where salespeople have been overly aggressive in their efforts. You probably wouldn’t want to meet face to face with them either.
Manipulative, aggressive strategies usually don’t work and make you look unprofessional. You may have learned this the hard way by being strongly rebuffed by a prospect: a phone slammed in your ear, or getting thrown out of a meeting. You need opening statements that build rapport or pique a prospect’s interest enough to have them meet with you.
You can learn more about these 6 steps in my course Excelling In The Real Estate Profession. This course was been approved by the Registrar, REBBA 2002 to qualify for 9 Credits.
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