Realtors who know how to sell will always be successfull.

Real Estate Agent with Key Realty Group Inc. 200512291

  I have spent  a career on studying  the art of sales  negotiation. It appears many Realtors fail to realize they are in a sales profession. When it comes down to the brass tacks the Realtors who sell the most homes make the most money. Why is it some Realtors are failing while others seem to be successful no matter what the market is doing. I have found it is a combination of effort and sales skills. Sales skills should be studied like every other skill needed to be a Realtor. There is a ton of Realtor training out there but so little on basic sales skills. Following up with every agent who shows your listing is key. Sales is a numbers game. The more showings the more likely to get an offer. Multiple offers will net your more money than one loan buyer chipping away at your clients equity. In this market buyers agents should be getting huge discounts for their clients( I am). If you can convince the listing agent to accept your offer the seller will usually follow. Every great Realtor should have several good sales techniqe books to read and study. I also highly recommend Donald Trumps Art of the Deal. It's not a sales book but I learned allot of information that helped my real-estate business grow.


Comments (6)

Michael A. Caruso
Surterre Properties - Laguna Niguel, CA

Hi Elizabeth & Justin,

We follow up on all showings to get feedback for our clients - very important!  I will have to check out Donald Trumps Art of the Deal.  Thanks for the info.

Have a great weekend.

Michael a. Caruso

Mar 08, 2008 03:02 PM
Dean Moss
Dean's Team - Keller Williams Realty Partners Chicago IL - Chicago, IL
Dean's Team Chicago IL Real Estate Team

Hey, Gang -

Great to hear from another successful KW Team.  We're here at KW Fox in the Lincoln Square Neighborhood on the North Side of Chicago, near Wrigley Field (you may have heard of it).

Often times, in Real Estate, excellent selling skills are CRITICAL.  Many propspective clients really don't know what the best option is, and it is our job to help us find the answer.  Otherwise, they might make a decsion they might regret later.

Good skills will also help you QUALIFY.  Indeed, there are some folks you really don't want to work with - right?

In our Team, we stress DIALOGUE MASTERY and Objection Handling Techniques (OHT's).  The true successes in this business are those most sucessful at thinking on their feet when a client throws them a curve ball.  And, they will!  You've got to get smooth, natural, confident, and comfortable with your dialogues - this is the key.

Stop in anytime, and I'll order a Deep-Dish Chicago-Style Pizza!


Mar 08, 2008 03:06 PM
Fred Carver Personal Real Estate Corporation
RE/MAX Camosun Victoria BC Real Estate - Victoria, BC
Accredited Real Estate Consultant

Hi ...great points...Selling is an Art and can be learned with good training and coaches, you like Donald, he great, also look at an old master Like Zig Ziglar.

Cheers, have a great day!

Mar 08, 2008 04:52 PM
Team Thayer Key Realty Group Inc
Key Realty Group Inc. - Eugene, OR
We will sell your house faster for more money

Twewnty yaers ago when I got my first job selling at a small car lot in Salem Oregon  the owner gave me some Zig Ziglar tapes. Since I had an hour drive each way I would listen to them over and over for about two months straight. About 6 month later I bought Joe Girards first  book. I have since collected a library of sales liturature. For realtors the The Millionanare Real Estate Agent from the Keller Williams company is a must. I try to study for my business a little every night. Somtimes its reviwing sales basics other times I read up on new Realtor marketing and strategy ideas It really makes a differnce in my production.


Justin Thayer Team Thayer Keller Williams Eugene Springfirld)   

Mar 09, 2008 03:05 PM
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth
Elizabeth and Justin, why so much training emphasizes customer service and ignores sales or paints sales as bad I don't know?
Mar 09, 2008 03:15 PM
Team Thayer Key Realty Group Inc
Key Realty Group Inc. - Eugene, OR
We will sell your house faster for more money

Sales skill is only important if you know your job! Market, inspection, contract, and finance knowledge are what we are perceived as agents for by the law. Sales skills will give you success. What I do is sell other agents and their clients (often through letters or in presenting an offer in person) not my clients. We are constantly negotiating throughout the average transaction. The offer, inspections, time frames, personal property, the list goes on.   Keep in mind Fiduciary responsibility to our client is the absolute most important we are not selling them they are hiring knowledgeable Real Estate agent, and if their lucky a great salesperson.


Justin Thayer

Team Thayer Keller Williams (Eugene Springfield)

Mar 09, 2008 03:58 PM