Forget All About the Sales
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As a real estate agent or someone who is keen to go into the industry, you might think that real estate is all about learning an abundance of sales techniques and applying them consistently throughout your working day. But this isn’t strictly true. Sure, you have to be confident when discussing property with prospects but real estate is more about selling your services than actually selling a house.
This might sound a bit strange after all, you’re in the business to make money at the end of the day and no house sales equal a big fat zero in terms of commission. But the real estate industry is akin to no other sales job, instead market yourself, create more integrity, believe in the services that you offer and your sales will start to happen quite naturally. Enthusiasm for the role is important. If you dread going into work each day, you can guarantee that your clients will pick up on your reluctance to help them.
Real estate requires you to have an abundance of skills. You need to be a people person and enjoy interacting with those who come into your agency. You have to portray confidence, enthusiasm and have reams of knowledge about the industry, even if you find yourself floundering or self-doubting at times. You need to be able to handle complaints, objections or to juggle an ever increasing work-load. On top of all that, you need to be able to creatively list someone’s property by taking good quality photos that enhance the property’s good points. You have to guide people through the whole process and you have to be keen to keep on learning so that you stay ahead of the competition. So mostly, you are a work in progress and you are able to sell yourself and your services just by being on top of your game. Your biggest competitor is you, so develop your own skills and your business develops as a result.
So when you network, don’t necessarily throw all your effort into canvassing for new business. When you go to organised events, simply enjoy meeting new people and make those handshakes genuine. In time, your networking will increase others awareness of you in a positive way and help you to stand out from the real estate crowd.
Networking can increase your brand for sure but also make sure that it increases other people’s awareness of your integrity too. This way you can reduce the amount of cold calling or bulk email sales literature. You can concentrate on those areas of the business where you are more confident. Create some niche areas or expand your business. You can spend your time improving your online business and increasing the amount of visitors that you get or you could set
up a newsletter service and create some attention-grabbing auto responder messages that elicit excitement in those who have signed up for your service .
Let’s be honest. If you try to sell, sell, sell, you will merely get a bad reputation as someone who doesn’t care about anything other than making a fast buck. Of course you want to earn money, after all, you have to live and be paid for your endeavours but….if you focus only on the end result, you will miss out on networking in a much more positive and productive way by delivering real, genuine customer service and you will lose the chance to increase the value in your business as a result.
So <a title=”Sell Yourself” href=”http://blogs.hbr.org/cs/2012/08/the_surprising_secret_to_selli.html” target=”_blank”>forget about all the sales techniques</a> for a while. Instead analyse your strengths within the business and increase those strengths to their maximum effectiveness. Strive instead to increase the productivity and service of your business by bringing the greatest asset you have to the table – you.
As a real estate agent or someone who is keen to go into the industry, you might think that real estate is all about learning an abundance of sales techniques and applying them consistently throughout your working day. But this isn’t strictly true. Sure, you have to be confident when discussing property with prospects but real estate is more about selling your services than actually selling a house.
This might sound a bit strange after all, you’re in the business to make money at the end of the day and no house sales equal a big fat zero in terms of commission. But the real estate industry is akin to no other sales job, instead market yourself, create more integrity, believe in the services that you offer and your sales will start to happen quite naturally. Enthusiasm for the role is important. If you dread going into work each day, you can guarantee that your clients will pick up on your reluctance to help them.
Real estate requires you to have an abundance of skills. You need to be a people person and enjoy interacting with those who come into your agency. You have to portray confidence, enthusiasm and have reams of knowledge about the industry, even if you find yourself floundering or self-doubting at times. You need to be able to handle complaints, objections or to juggle an ever increasing work-load. On top of all that, you need to be able to creatively list someone’s property by taking good quality photos that enhance the property’s good points. You have to guide people through the whole process and you have to be keen to keep on learning so that you stay ahead of the competition. So mostly, you are a work in progress and you are able to sell yourself and your services just by being on top of your game. Your biggest competitor is you, so develop your own skills and your business develops as a result.
So when you network, don’t necessarily throw all your effort into canvassing for new business. When you go to organised events, simply enjoy meeting new people and make those handshakes genuine. In time, your networking will increase others awareness of you in a positive way and help you to stand out from the real estate crowd.
Networking can increase your brand for sure but also make sure that it increases other people’s awareness of your integrity too. This way you can reduce the amount of cold calling or bulk email sales literature. You can concentrate on those areas of the business where you are more confident. Create some niche areas or expand your business. You can spend your time improving your online business and increasing the amount of visitors that you get or you could set up a newsletter service and create some attention-grabbing auto responder messages that elicit excitement in those who have signed up for your service .
Let’s be honest. If you try to sell, sell, sell, you will merely get a bad reputation as someone who doesn’t
care about anything other than making a fast buck. Of course you want to earn money, after all, you have to live and be paid for your endeavours but….if you focus only on the end result, you will miss out on networking in a much more positive and productive way by delivering real, genuine customer service and you will lose the chance to increase the value in your business as a result.
So forget about all the sales techniques for a while. Instead analyse your strengths within the business and increase those strengths to their maximum effectiveness. Strive instead to increase the productivity and service of your business by bringing the greatest asset you have to the table – you.
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