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6 Proven Steps to Increase Real Estate Sales – Step 5 Selling

Real Estate Agent with Dirt Road Real Estate SA676002000

Selling only happens after you are speaking with a potential ideal customer. If the marketing has been executed well, you should be speaking with a qualified ideal customer.


What happens as other noted sales experts have written salespeople in their desire to increase sales waste a lot of time with tire-kickers, sales leads without decision making authority or who lack allocated budgets. (Think qualified sales leads)


In real estate, the pre-qualification from is a great tool to discover the actual buying budget. The AZ real estate offer/contract requires the AZ Pre-Qual form with submission if a loan is involved.


Ideal customers are those customers where a business has continued success based upon both:

  • Demographics (the common statistics or shared characteristics)
  • Psychographics (the why behind the buying decision)


Referral marketing is so successful because of the psychographics. People would rather buy from someone who already known and trusted by one of their friends.


For many years, these were only three qualifying factors for salespeople:

  1. Decision maker
  2. Want or a need
  3. Money (Budget)


My father, a professional salesperson shared the fourth criterion of “urgency.” Effective salespeople build and intensify the urgency.


I added the “commitment to take action” as the fifth sales qualifying criterion. Even if you have the four previous criteria, if there is no commitment to take action it’s hard to earn the sale. This is why I believe during the sales conversations there requires an ongoing connection to emotionalize the “what ifs” if a decision to take action is not made.


When the real estate market has low inventory and high velocity, building urgency can be simply through educating the days on market. (Think education based marketing)


For the majority of real estate sales, there is only one decision maker and possibly one center of influence. In real estate, usually this may be the wife or the other significant partner.


One word of wisdom is:


“Make sure you marketing has been effective before you engage in any selling, otherwise you just may lose the sale.”


Graphic Courtesy of Pixabay.com

Posted by

Leanne M. Smith, MS, GRI, rCRMS

2018 KGVAR Rookie Realtor of the Year-55+
219.508.2859 MST
Life Begins Where the Pavement Ends
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Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

You are so right with your quote, you can lose the sale if you have the wrong marketing,  You need to prove that you are a top agent!


Feb 06, 2020 09:00 AM
Leanne Smith

Thanks so much for that affirmation Will Hamm I prefer to think of myself as the trusted authority.

Feb 06, 2020 09:23 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi Leanne Smith those three qualifers to be a prospect are simple but unfortunately salespeople forget.

Feb 06, 2020 10:03 AM
Leanne Smith

I believe the 4th and 5th are even more ignored Grant Schneider 

Feb 06, 2020 10:13 AM
Kimo Jarrett
Cyber Properties - Huntington Beach, CA
Pro Lifestyle Solutions

Urgency is always my first question to qualification of my ideal client profile. Regardless, a great post.

Feb 06, 2020 11:32 PM
Leanne Smith

Kimo Jarrett thanks for sharing your first qualifying criterion. Make it a great weekend.

Feb 07, 2020 05:18 AM
Michael Jacobs
Pasadena, CA
Pasadena And Southern California 818.516.4393

Hello Leanne - you offer some helpful steps to increase real estate sales.  Thoroughly knowing your product(the inventory, the area and the real estate practice) is critical combined with effective selling skills.  Some have neither.  Some have one but lack proficiency in one(or more) of the others.  Finding that right combination is a constant fine tuning.  

Feb 07, 2020 04:21 AM
Leanne Smith

An early good morning to you Michael Jacobs So appreciate the kind words and wisdom with your final thought of "Finding that right conbination is a constant fine tuning."

Feb 07, 2020 05:19 AM
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Sometimes that sense of urgency can be percieved as being pushy--but in today's very competative market for new listings, I find it best to explain to buyers before we are out looking how they may have to make a decision very quickly

Feb 09, 2020 10:28 AM
Leanne Smith

My sense Mary Hutchison, SRES, ABR is urgency when infused with emotional intelligence avoids being viewed as "pushy."  Urgency can be built into the conversation naturally.

Feb 09, 2020 10:59 AM