Did you just lose a big prospect and you’re left wondering why? Or do you feel that your sales could be better, but you’re just not sure what’s holding you back? Real estate is a hard business, no doubt about it. Fortunately, there are some common errors that Realtors® make that sabotage their sales success. After taking a look at these, you may know exactly what you need to do to improve your business.
Your Value Doesn’t Match Your Commission
Being a full-service broker means a lot, but it comes at a price. It’s amazing to me that the kind of scrutiny about pay that Realtors® get every day. But nonetheless, it’s there. So, if you have a higher commission than is common in your area, you need to provide the value and service that backs it up. This will help you handle objections as well, since you can point out exactly what you do that others don’t. If you can’t prove that you work up to your commission, you are losing business left and right.
You’re So Busy You Fall Behind
You can never have too many clients, right? WRONG! When you’re so busy that you fall behind and start dropping the ball, you’re giving your clients a terrible impression. Unfortunately, you will quickly develop a bad reputation that will hurt your business and make your sales plummet. It takes an unbelievably short amount of time to create a bad reputation – don’t do it to yourself! If you have too much business, work out a split with another agent or hire help.
Your Team Isn’t Solidly Identified With You
Having a team is a great help, but the marketing you do needs to reflect that team spirit. If you don’t identify closely enough with your team, the clients you refer to team members will feel slighted and may drop out of the deal. Make sure everyone has the same explanation of the sales process as you do, and introduce your clients to your team in a warm, integrated way. Don’t just hand them off and run! Having your team on the same page and using warm introductions will go a long way to keeping clients on board.
You Run Late
As an agent, it’s very important to be on time – preferably a few minutes early – to any appointment, lunch, etc. Is there likely to be a lot of traffic or construction? Leave plenty of time to navigate. Even if you have a great story or excuse as to why you were late, the fact is that the client doesn’t care. They only care about their own schedule, and if you disrupt it, you are definitely losing the sale.
You Seem Desperate
When someone is looking for a date in a desperate way, they scare off all but the extremely sleazy members of the opposite sex. The same is true in real estate. If you seem super desperate, hoping to turn everyone you meet into a sale, you’ll scare off the good prospects. The only people who will give you the time of day are the ones who will waste your time, take advantage, and probably never give you a sale in the end. Relax – let your marketing do its work, and don’t be looking for “fresh meat” everywhere you go!
Your Website is Horribly Outdated
Websites get better every day, it seems, because the technology used to build them gets easier and easier for even a novice to use. If you’re not using an up-to-date website builder, or if your website is nothing but a bunch of tiny text jammed together, I guarantee you’re losing sales. People look online for real estate before they ever call an agent, so make sure your website is dressed to impress.
None of these six common mistakes is impossible to overcome. The biggest obstacle is often recognizing what the problem is. Once you figure it out, it becomes easy to make the corrections and get the sales you deserve. So whether you need to update your website, coach your team, or set your watch ahead, get on it! Stop losing sales over silly mistakes.
Do you see Realtors® losing sales for common, silly reasons? Share in the comments!