I know that I have said it many times before, but please indulge me as I say it again, “It’s not necessarily more leads that we need, it’s learning how to close the leads we get that is paramount.” I can’t imagine how much money is left on the table by agents who lacks the skills, tools and tricks to motivating buyers and sellers to make decisions.
It doesn’t have to be that way. Though there are many tactics and systems to closing more deals, here are three tips you can start using today:
- Identify the decision maker. Though all parties involved contribute to the decision-making process, there is generally a driver. You can’t ignore the needs and wants of the other person, but you need to identify and focus on the person who will be driving the decision. Identify their personality type, needs and objections and speak to them on their level. Once you appease them, they will help you convert the others involved in making the decision. Let them be your champion.
- Be genuine when it comes to sales. No one likes a phony when it comes to sales. Consumers know when an agent is counting the commission dollars ahead of time and will immediately grow to resent them. Though it could take longer to close, make the process about their needs and wants, not yours. Also, during your pitch, focus on stories of how you helped people in similar situations, show your passion and share why you got into the business. This can go along ways.
- Take it easy on what you say. To a top producer, the lifeblood of their business is referrals. They just don’t focus on the client in front of them, but consider the potential. Focus on your areas of expertise and don’t overpromise. The best way to ensure you are NOT referred is to promise and commit to things you can’t follow through with. Also, avoid offensive jokes or comments. Though they may laugh, it doesn’t mean that they appreciate your sense of humor or point of view.
Sales is an art. As a salesperson, you should commit to learning everything you can about sales techniques. This will cut down on new client acquisition costs and minimize how much you invest in marketing. Imagine having more to take home.
For more great tips to enhancing your real estate business, order my new book, 21 Habits of the Highly Successful Real Estate Entrepreneur.
By Mike Weinstein, MBA