It is in your role to consult professionally whether you are a seasoned professional with more than a decade of experience or fresh out to make a career in the real estate industry. A few quick notes from the below may help you in crafting it right:
Professionals aren’t the ones to manipulate into buying something, rather ask effective questions to prequalify the buyers needs and then lay the ideal options as solutions. Instead of thinking of a sale as an convincing act and push people into buying; try considering it as their problem or need for you to solve and cater keeping their best interest at your heart.
Instead of trying to sell the listings you have just added to your list, try understanding the requirement to know about the client’s needs and his family preferences. Probing the right questions like who is going to stay, what is the timeline, management of funds, criteria, locality and more will help you narrow your search and putting across the right options to save time. Empathy and curiosity hence reflected prove to be the best heroes to make it to an effective Sales professional.
Often times than not, experienced agents fail on closing the transaction. Is it lack of expertise or their mindset to fail? It is what they believe that will be. The belief that they cannot succeed leads to negative habits which in-turn limits the potential. If you start making call with the belief that they are not going to buy from you, they will not answer the phone. It’s a defeat built in the belief system that even if they answer, they will fold saying its not the right time to buy. Shift your mindset to being positive.
Identifying potential new prospects is considered to be the hardest part of the sales cycle. But in true sense that’s the only sure shot way to increase the sales funnel and grow one’s business. Lead prospecting is a continuous process failing to which will make the sales cycle look dry.
There are way too many agents in the market. How would you stand out? Is your way of servicing and consulting unique, different and professional? How are you communicating that to your clients to pull them to you? Check out different podiums of strategizing and marketing to reach out to your clients that make you the agent of choice.
Great sales people know that objections and rejections are a part of the game. You cannot hardwire the ability to deal with such failures. Tune in your mind to not take rejection personally, instead know that they rejected someone who was intruding their day and not you. Go on the next one and don’t give up.
A real estate pro needs to be confident, self-assuring and bulletproof. Remember you cannot sell over the phone as it’s not your product that you are selling, but the consultation on that is what you offer. It is not always a win at signing a deal, but also when you make it reach to a meeting stage! Celebrate small wins and be closing to stay on the top of this game.
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