5 Keys to Real Estate Sales Success to get you moving to the top
In this Article we will cover the 5 Keys to Real Estate Sales Success, as per the an Article in Inc.com and Interview with Ryan Serhant.
From the Article it makes this comment.
“Monday, September 15, 2008. He remembers it because it’s the day Lehman Brothers filed for bankruptcy, marking the beginning of the subprime mortgage crash and the great recession. Serhant made $9,000 in his first year. Nine years later, he closed 472 real estate deals totaling $1 billion in sales. “
Imagine what it is like to start your Real Estate Sales Career, just as the entire property market goes into meltdown. So the 1st of the 4 Keys to Real Estate Sales Success, even when the Odds are stacked against you. If you have a desire to succeed, nothing can stop you.
The 2nd of the 5 Keys to Real Estate Sales Success is to make friends first wherever you go. It reminds me of a quote from Zig Ziglar who said.
“…the prospect might buy you and still not buy the product, but he won’t buy the product unless he has first bought you.”
I have found from working for a number of years in speaking with home owners that they always are most interested in the person, before the product. Trusting someone and viewing them as a friend is first step to getting the client. More often than not many Real Estate agents lose clients more due to lack of personal interest.
The 3rd of the 5 Keys to Real Estate Sales Success is to Follow-up, Follow-up & Follow-up. This cannot be overstated. On a number of occasions we have contacted a property owner, and found they went with another agent just simply because the agent we were working for just did not contact them back.
The problem seems to be that many agents are looking only for immediate sellers. “Serhant categorizes prospects into hot clients (ready to buy now), warm clients (thinking about buying), and cold clients. Most people give up on clients if they’re not ready to buy today.”
The 4th of the 5 Keys to Real Estate Sales Success, Following Through with what is asked of you. If someone needs an appraisal, do the appraisal if possible at all cost. It is well known that leads drop in temperature with each reschedule. So if its a hot lead, and you reschedule, it becomes a warm lead, you reschedule again and its a cold lead. You get the idea. This also applies to send emails, making phone calls. Simply if you treat the seller as unimportant, then the seller will treat you as unimportant. With each delayed call back, forgotten email etc…, in other words no follow through you will not likely get the sale.
“Do what you say you’re going to do,” says Serhant. For example, if you say you’ll answer emails within 12 hours, do it.
The 5th of the 5 Keys to Real Estate Sales Success is to Follow-back. I cannot tell you how many times I have rung an old lead, or an old client, with the “Oh Boy, here we go and found, they want to do business” This is why ringing people an making friends Key number in our article is so important.
I have heard people on the internet say don’t make Cold Calls. This is Total Rubbish, if you are going out to be a friend you will always find that those you contact will more than likely view you as a friend.
Serhant makes this comment: “This last step separates the super achievers from the average salespeople. Following back means keeping in touch with clients or–even tougher–past prospects or people who did not hire you. “It’s one of the biggest opportunities that salespeople miss out on,”
David and Amanda run a small telemarketing business, focusing on the Real Estate Industry. Contact us for more information on how we can grow your client base.