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My 12 Suggestions On How To Become A Sales Rock Star

By
Mortgage and Lending with George Souto NMLS #65149 FHA, CHFA, VA Mortgages NMLS #65149

This month Patricia Kennedy is hosting the "October Challenge:  Your Best Advice for Real Estate Newbies", in which she challenges us "Oldies" to think back on our own career, and write a post about the very best advice we got that could help a rookie become a rock star.  I have had careers in three very different sales fields, but even though all three were very different from one another, they all required the same things in order to be successful.  So My 12 Suggestions On How To Become A Sales Rock Star are:

1.  Dont take things personally!

  • Don’t be discouraged if you are not welcomed with open arms.
  • Don’t blame yourself for someone else’s frustration, if you are not the cause
  • Sales can be difficult and frustrating. You have to have a thick skin.

2.  Take time each day to count the good things!

  •  Many things happen every day. Focus on the positives!
  • The Positives are what will keep you motivated.
  •  Avoid Negativity at all costs!

3.  Under promise and over deliver!

  • Don’t make promises you cannot keep!
  • If you say you are going to do something, do it!
  • Don’t just tell people what they want to hear!
  • Don’t be someone who always says “yes”. A quick, explained and professional “no” is often as good as a “yes”.

4.   Never stop learning!

  • The more knowledgeable you are, the more valuable you are to those you provide your services to.
  • Use your mistakes to become better at what you do.
  • Take advantage of all the training opportunities offered to you.
  • Don’t be afraid to ask questions! 

5.  Organize, Organize, Organize! 

  • Pay attention to details!
  • Have a designated work space.
  • Know how to access information quickly and efficiently.
  • The more organized you are, the easier the job becomes.

 6.    Follow up, Follow up, Follow up! 

  • Don’t wait to hear from others, Be Proactive!
  • Return all your calls promptly!
  • Don’t leave anything for tomorrow!
  • Tackle problems head on! The longer you wait the bigger the problem will become.
  • Continue to contact your customers after the transaction is done.

7.  Don’t become the Sanford and Son of Loan Originators! 

  • Don’t let others sellect you for the wrong reasons
  • Don’t waste time working on transactions that have a chance of going anywhere.

8.  Make a plan! 

  • Plan your week in advance.
  • Stick to the plan as much as possible.
  • Review what happened each day.
  • Look for areas where you can improve your time management.
  • Set appointments.

9.  Get Out And Press The Flesh (Networking)!

  • Join several groups, and organizations.
  • Attend Networking Events.
  • Show up, Attend, but most importantly Participate – you never know who you will meet
  • Make calls consistently
  • Always have something to talk about 
  • Contact your sales manager for ideas 

10Ask for Quality Introductions! 

  • Develop excellent referral partner
  • ALWAYS ask for referrals every opportunity you get.
  • Don’t be afraid.
  • Do you know anyone else I should be speaking with?

11.  Respect others enough to let them make there own decisions

12.  KNOW who the players are.

There is no magical formula on how to succeed in Sales, however, if My 12 Suggestions On How To Become A Sales Rock Star are followed, the chances of succeeding are pretty good.

 

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 Info about the author:

George Souto NMLS# 65149 is a Loan Originator who can assist you with all your #FHA, #CHFA, and #Conventional #mortgage needs in Connecticut. George resides in Middlesex County which includes #Middletown, #Middlefield, #Durham, #Cromwell, #Portland, #Higganum, #Haddam, #East Haddam,# Chester, #Deep River, and #Essex. George can be contacted at (860) 573-1308 or gsouto@mccuemortgage.com

Posted by

George Souto
NMLS# 65149

C (860) 573-1308
CALL 7 Days/Wk
Fax (860) 760-6891

Email Me
About Me
My Blog

I am a Mortgage Loan Officer who can assist you with all your mortgage & refinancing needs in
CT, and RI

I can assist you with your Conventional,
FHA, CHFA, VA, USDA, & 203K loan programs.

I reside in Middlesex County which includes Middletown, Middlefield, Durham, Cromwell, Portland, Haddam. E. Haddam, Higganum, Chester, Essex, Deep River.

 

Comments (112)

Valerie Thorne
Anytime Realty - Lake Worth, FL
Residential specialist

Seems to me that most newbies fail because they chose a first office that was not the right fit for their needs, goals and lifestyle. Not every agent wants to/is able to work full time and there are brokers who have no patience for newbies who do not start producing from the get go because they have expenses to meet. Newbies would be better served to work at a large office where there is less pressure to produce.  

Oct 21, 2015 04:19 AM
DALIA KIBBY
One Sothebys International Realty - Cooper City, FL
Selling Florida Homes with Passion!

Great reminders of how to succeed in this business. 

Oct 21, 2015 05:11 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Your reminders are all good ones. 

I'd like to embellish a bit on #1: Back when I was a broker I recall SO many times when the agents in my office took their transactions so personally that they became angry with each other over negotiations between their clients. If the seller countered a buyer's offer, the buyer's agent would snipe at the seller's agent - or the other way around. And of course, they'd make nasty remarks about the other agent's clients. The same went for repair requests, scheduling inspections, etc. 

It was all unnecessary and counter-productive. (And, I might add: DUMB.)

 

Oct 21, 2015 06:41 AM
Jan Green - Scottsdale, AZ
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

I could swear I responded to this already, but will put in my 2 cents.  Bravo!  Very well done list of what is most important to a newbie in real estate.  One suggestion about education -  seek out designations that provide the most value to you and your business.  Organizations is key! 

Oct 21, 2015 06:50 AM
Karen Fiddler, Broker/Owner
Karen Parsons-Fiddler, Broker 949-510-2395 - Mission Viejo, CA
Orange County & Lake Arrowhead, CA (949)510-2395

I love the don't take things personally aspect. That's good advice in life as well. 

Oct 21, 2015 08:12 AM
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Make a plan... good in theory, but the plan can go right out the window sometimes!  I would add..when you are busy, or about to get busy, try to work ahead!

Oct 21, 2015 08:52 AM
Norma Toering Broker for Palos Verdes and Beach Cities
Charlemagne International Properties - Rancho Palos Verdes, CA
Palos Verdes Luxury Homes in L.A.

Your experience is showing. :)  Wonderful points to remember and follow on a daily basis.

Oct 21, 2015 09:17 AM
Michael Jacobs
Pasadena, CA
Pasadena And Southern California 818.516.4393

Hi George --- excellent list and nicely presented.  As others have mentioned, I think it was smart to put "don't take things personally" in the number one position.  So many people forget that we are the messengers of information and not principals in the transaction.    

Oct 22, 2015 12:22 AM
Nancy Robinson Ranked #6 in MI
Century 21 Town and Country - Royal Oak, MI
#11 Century21 Realtor in the US, #16 in the World

Beautifully written and thank you for sharing this,  I sent a copy to my manager, He is going to LOVE THIS!!!!  we do an each one teach one on Wednesday mornign and I am going to suggest this blog be the centerpiece of our next meeting. 

Oct 22, 2015 01:17 AM
Aaron Robertson
Authority Property Management - Redding, CA
We Make Renting Simple.

Thank you for posting this as I found it useful. I liked suggestion # 1 the most. Have a great day!

 

Aaron Robertson 

Authority Property Management Redding CA

Oct 22, 2015 05:40 AM
Randy L. Prothero
eXp Realty - Hollister, MO
Missouri REALTOR, (808) 384-5645

Great list.  If I cant make it as a real estate rock star, I will settle for a country star.

Oct 22, 2015 10:37 AM
Chuck Willman
Chuck Willman - Alpine, UT
NewHouseUtah.com

A very nice guide for those who want to learn, well done.

Oct 24, 2015 09:57 AM
Trent Dalrymple (248) 854-0625
Home State Bank - Bloomfield Hills, MI
Allowing Mortgage Professionals to Lend Nationwide

All great advice, not just for the new agents but also for the seasoned ones who may have forgotten (or get too comfortable) over the years.  After 29 years in this business I continually work at improving my skills, learning from others and helping others do the same.  Thanks for the post.

Oct 24, 2015 11:07 AM
Amy Gutschow
RE/MAX - Sheboygan, WI
Professional Real Estate

Excellent points.....   I'll have to admit I cringed when I read organize, organize, organize!

Not my strongest part- but always room to work on weak points

Oct 25, 2015 06:01 AM
Anna Hatridge
R Gilliam Real Estate LLC - Farmington, MO
Missouri Realtor with R Gilliam Real Estate LLC

I have been focusing #10 for the last 30 days and I can honestly say it has made a huge difference in my business. I love the fact that your list is composed of 12 items. Easy to remember and follow.

Oct 25, 2015 07:39 PM
Scott Seaton Jr. SLS Home Insp
SLS Home Inspections-Kankakee Will Iroquois Grundy Counties - Bourbonnais, IL
The Home Inspector With a Heart!

Great list, and you're right, these will make anyone a rock star. 

Oct 26, 2015 04:22 AM
Patricia Kennedy
RLAH@Properties - Washington, DC
Home in the Capital

Great advice, George, and thanks so much for taking part in the October Challenge. 

Oct 30, 2015 06:17 AM
Ann Hayden 636-399-7544
Berkshire Hathaway HomeServices Select Properties-St. Louis Missouri - Des Peres, MO
SelectAnn.com

George Souto ,

This is a great list!  Thank you for sharing your knowledge!!

Ann Hayden in Chesterfield, MO

Nov 02, 2015 09:06 PM
Sandy Padula & Norm Padula, JD, GRI
HomeSmart Realty West & Florida Realty Investments - , CA
Presence, Persistence & Perseverance

George Souto That, Patricia Kennedy is such a trouble-maker! You are completely correct with all these tips and the true pros, do all these things without even thinking about doing them.

Dec 20, 2015 12:06 AM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning George Souto ,

Lise Howe re-blogged this post this morning and what an excellent post! Love your tips..it is an excellent guide for success!

Jun 21, 2016 09:33 PM