Back To Basics - Practice, Practice, Practice!

Real Estate Agent with KB Home Bre # 01424127

Back To Basics - Practice, Practice, Practice!


Well we have all heard the rumors & speculation, witnessed the slow down, observed rising interest rates and many of us realize the writing is definitely on the wall. The Market has shifted and maybe it's time to go back to the basics -  Practice, Follow-up and Lead Generation. 


Practice, practice, practice. Mastering the art of real estate sales involves many different areas. 

  • Greeting - the first step and one of the most critical as it is the buyer's initial impression. Practice allows you to become comfortable in welcoming visitors to your community. Entry Model AA
  • Model Demonstrations -Guiding visitor's through model demos is an art. Understand the features of your homes but limit your discussion to the features buyers are seeking. Learn to ask questions about the suitability of the home. Questions also help to paint the picture of buyers living in the home.
  • Site demos visits. The psychology of buying suggests buyers become more involved as we create an engaging experience for the buyers. Viewing and walking the actual site, or home, offers opportunities to visualize sunsets, early mornings or different seasons.
  • Identify frequent objections and practice your response. In every community certain objections are frequently mentioned. The surrounding area, size of the backyards. proximity to street, etc. By preparing for these objections you are able to continue moving forward without de-railing the buyers experience.

Follow-up is always important, but especially critical during a shifting market. Thank you notes, maybe considered an old fashion strategy, but the personal touch distinguishes you from other agents. A personalized email, thanking the buyer for visiting your community, begins to establish you as a concerned adviser. Particularly if thought has gone into the email rather than sending a staid over-used template.


Lead generating becomes the personal responsibility of each agent. Especially in new construction sales one may not depend upon walk-in traffic to generate the type of sales needed to reach your goals. Broker events, Lunch and Learn events scheduled with your lender, Flyer drop-offs are tasks which get Realtors in front of people and hopefully more traffic through the door. Sunset at LLS


We have enjoyed a spectacular upturn however real estate is cyclical and to survive in a shifting market is the test of a true professional.


Posted by


If you are considering  buying or selling new construction in the Inland Empire ~ Give me call or email me 

Cause We Like Em' New!


Kristal Wilson                                           

cell: 951- 288-7079

Shoot for the moon & if you miss you'll be among the stars



Comments (7)

Doug Rogers
Bayou Properties - Alexandria, LA
Your Alexandria Louisiana Agent

2019 is going to be a rough year real estate wise. Time to sattle up~

Jan 03, 2019 02:09 PM
Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

We are dwelling in uncertain times in all markets including real estate.  We need a little less instability to settle things down.  In the meantime, you make excellent points about getting back to basics.

Jan 03, 2019 02:32 PM
Mike Baltierra
Rise Realty - Eastvale, CA
Full Service at Your Service Realtor-Eastvale CA

Well said. Practice is the key and keeping up with trends is a must.

Jan 04, 2019 06:00 AM
Kristal Wilson
KB Home - Fontana, CA
Cause We Like 'Em New ~ New Home Specialist!

Doug Rogers~ when the going gets tough, the tough get going!

Myrl Jeffcoat ~ We may forget during the fast paced times but when faced with a slow down a grasp of the fundamentals helps.

Mike Baltierra ~ Hey, you’re in my neck of the woods. Professional Realtors are important to new construction. I am sending you an invitation to visit our community, Lago Los Serranos, in Chino Hills.

Jan 04, 2019 08:48 AM
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Going above and beyond for our clients - listening to their needs and being a true expert about our market or niche is always a great idea. Now, it seems as if those who deliver will reap the rewards. 

Jan 05, 2019 07:25 AM
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

This is excellent advice to share.

You should add your contact information in your automatic signature. 

Jan 22, 2019 06:40 AM
Kristal Wilson
KB Home - Fontana, CA
Cause We Like 'Em New ~ New Home Specialist!

Debb Janes ~ During a shifting market some will sink, some will swim and a some will reap the benefits.

Roy Kelley~ Thank you for the advise. Adding it now!

Jan 24, 2019 12:38 PM

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