When I started in real estate...there were many things I was willing to do..today is no different...as a matter of fact...I learned early on...despite what we call ourselves...we are sales people!
To think that term is ugly or embarrassed by those words? We sell houses...lifestyles..and regardless of what you think...you must know your lines and have skill...and practice...
As I sit and listen to associates a few things come to mind....
- Those that speak first loses..don't believe me try it in negotiations and watch the other party...just spit up everything that you need to know.
Rehearse your presentations..that's right...don't tell me that words just naturally flow out of your mouth..the truth is..with ever changing laws..policies..and the way we do business...you need to practice your presentations. Sales skills is an art..and you truly have to practice them.
If you don't have the answer...be honest...I learned a simple phrase, I'm not certain but I will be more than happy to get that information to you as soon as possible. Too many agents wing it and with resources available 24/7 are you really going to take the risk of pretending you know what you don't know?
- You lose a deal...and you know in your heart of hearts you can't do anything about it...its really simple to keep moving forward...NEXT..move on..lesson learned..don't dwell on it or let it break your attitude..remember for every one of them you lose there are so many you can gain. So keep your focus.
Prospecting-its important and imperative for a successful business..many agents waste valuable time..doing the "more important things" rather than continually keeping their pipeline full. Prospect every single day.
Get in front of more people..no I don't just mean sitting behind your desk on line...get real...real estate is a people to people business and while you might have encounters with people on-line...take the time and get to know them face to face...pick up the phone...send them a note. While it might not be cool..these acts of appreciation never go out of style.
Why would you take every drop of business that comes your way?- Overpriced..the likelihood of a property selling is slim to non...if you have difficulty in showing the property why list it? And if a seller is unreasonable about offers why add them to the mix to an already overpopulated mls?
Leads are leads regardless of how you slice it...if people take offense to this..well they should include their contact info..with no name...no phone..yes ladies and gentlemen they are in fact leads. ..its our job to convert them...and build the relationship!
I am really surprised..as to how some real estate professionals get dragged by their nose....while some may say its because real estate is consumer centric...that has always been the case..real estate always has been consumer centric at least the way I have always practiced it..
No I won't pick up your dry cleaning but would be more than happy to go to court or assist in getting repairs done!
As I think back to the agents that I have used in the past. I didn't ask them to pick my kids up from school or check on my mail while I am out of town...nope can't say I asked for a ride to the airport and why would I?
I hired them for a reason...for their expertise...for the real estate services they provide...for their knowledge and for them to lead the way to either selling a home or buying a home!
A good salesperson, agent consultant or whatever you want to call yourself...knows their business..knows what works....knows their limits.. but more importantly...they work hard and at the end...they can sleep with themselves at night..can you?
About The Author: Midori Miller is a Real Estate Trainer and writes and trains Daytona Beach Real Estate Training. Midori Miller is a licensed Florida Real Estate Broker, License # BK645709 and an active member of the Daytona Area Association of REALTORS. CENTURY 21 Sundance Realty has 2 office locations to serve the public, Ormond Beach, Florida and Daytona Beach Florida. Contact midorimiller@yahoo.com or (386)453-3236. Buying, Selling or Real Estate Training. All calls and emails are confidential as I respect your privacy!
Good Post Midori
Complacency kills a business every time. Tenacity on the other hand.... pays off in the end.
Concisistent persistancy - what a terrific post this morning.
Thanks for the inspiration. This is a great post with good tips.
Yes I sleep great. I dont take all the listings that come my way. I pick and chose the right sellers and the right buyers. I run my business.
Hi Midori:
Yes, I sleep also! It just about being honest & giving it your most!
Great tips....
Midori. One good piece of advice you hit on is "speaking first".
I often get questions from agents "What should I say?"
My answer is always, "As little as possible".
Excellent advice and one of my favorites is: "If you don't have the answer...be honest"I find it appalling that many people continue to "fake it"!
There are some great points here. The only place where sales, commission or money come before work are in the dictionary.
Great points Midori. . I see myself as an athlete that needs constant fine tuning in order to perform at a higher level.
No one will ever be critical of someone knowing what they don't know and being willing to find out....It's the agents who know it all, never ask questions and don't respond to calls that give us all a black eye....we have to lead by example and you are certainly a fine example of that..blog on !
Midori it is easy to see what makes you a good Real Estate trainer. Keep up the great work!
Good morning Midori - nice points. Yes, we are salespeople but also consultants to give great guidance. Never apologize for being in sales ... people need expertise to purchase wisely as I need assistance from others when I make purchases on items (camera, car, etc.) Nice post!
Midori, My favorite is also those who speak first lose. Twenty years ago and agent who was my partner for a number of years and I presented an offer and I kept talking and talking. When we left the room she gave me the best advice ever: "You talked too much. Next time present the offer and keep your mouth shut." It was and is some of the best advice I ever received.
Midori, these are some very good points. We also have to remember that real estate is a business. Thanks.
Medori,
Very good Post! Everything you have mentioned here is relative to us as agents! We need to remember that we are Professionals, if we respect ourselves then we will get others respect!
By the way I don't think Sales is a dirty word!
Hi Midori,
I have no problem being a salesperson, I have been in sales my whole life. First I sold travel, then I sold computers and technical services. For the past 8 years, I have been a Realtor.
When you live in an area like I do where the buyers are primarily coming from outside of the area, first I am selling the area. Often a Baby Boomer planning for retirement is not sure where they want to go or if they want to move at all. The only way I can connect with those buyers is online and sometimes I don't even meet them in person for a year or more.
But back to being a salesperson. there are many different kinds in all businesses. I am in it for the long haul and I have systems in place that allow me to stay in contact with prospective buyers until they are ready to come and take a look. Then, if they find that this is the right area for them, we look at specific communities or homes that meet their criteria.
There is no business I know of where every prospect turns into a client or every client actually makes a purchase.
Where were you when I started? This is a great post. I used to do a bunch of silly things just to make people happy. No more! But there is a fine line. I know agents who just "can't be bothered" either, then they wonder what happened to their business. One of my favorite lines in a Jimmy Buffett song "there's a fine line between Saturday night and Sunday morning." Same goes for us!
Midori, you said, "Leads are leads regardless of how you slice it...if people take offense to this..well they should include their contact info..with no name...no phone..yes ladies and gentlemen they are in fact leads. ..its our job to convert them...and build the relationship! "
Oh my friend I so agree with you. I'm always harping about this on AG and yes some folks do take offense at it.
Midori - Those are some goodies! We all need to keep that list in front of us and heed the points. Thanks.
Midori,
Very good post on keeping your saw sharp. Thank you ma'am.
Midori - I sleep very well at night and I can't really say that I recommend one point over another because all of them make sense. Your points are very well spoken and taken.
Laura-exactly we do run our own businesses and waste can kill your business!
Lenn- I remember you writing this in a post as well! :)
Russell-its one thing to fake it and have the facts and the information that you need..its another to think that people just take your word for things...we underestimate people sometimes...many do research and sometimes have a better understanding than those that wing it!
Fernando-great way to look at it! :)
Sally-agreed we have the ability to learn a lot! Its those that think they know..but really don't.
Connie-excellent points!
Barb-I hear agents trying to sell me on their success when I know and see the numbers...and they talk...and try to convince...and before you know it...they state the truth themselves.
Connie-me either and if it was ....here it goes...sales...sale person...midori miller sells...selling...I'm with ya!
Kathy-I agree and I have no problem providing true service but I can see where sometimes agents who are very frustrated about their business...and all I have to do is listen! I agree with you too...in regards to prospects turning into customers...its a numbers game and you have to weed through..because many times prospects want to buy or sell...want to shop around...want to get to know a bit more about the person they are doing business with.
Dena-I notice seasoned agents thinking and do these things and they wonder why they haven't been as successful as they like. My theory is be the REALTOR you want to represent you in a transaction...if you look at it like that some points of views might change.
Missy-I remember seeing a video and all these people were saying they were not a lead..but without information without contact..yes you are a lead! Until you take the step to become something more...to me leads are potential business who have not committed to no one..just searching...and gathering information to become a buyer or seller. I think with all the social media hype is where that came from...and I hope no one takes the hype word wrong either...but as time passes..the way we social network changes and blogging 2 or 3 years ago is very different today....just a good example! :)
Thanks Petra and I saw you on the featured dashboard...gotta get over there! :)
Midori --- I'm back from my wonderful, wonderful vacation --- what a great post --- you covered so many critical things for agents to remember --- I have bookmarked this one and am going to re-post it in hopes that my agents will then read it. Thanks.
Great post indeed! Consistency is the key to this business. Patience builds character. Thanks for sharing.
Midori,
This is super information. And things we and others should keep in mind while doing business.
Ann
Thanks Midori for your great remarks and insight! They are all so true!
Al and Peggy
I LOVE real estate!! And, okay, it might be a sales job, but it doesn't feel that way to me! Because you cannot get somebody to buy a house if they don't really want to get one.
To me, it's more about listening to my customer, "getting into their skin" and seeing their needs from their point of view....and echoing their needs back by showing them properties that meet those needs.
It's like practicing psychology with a MLS key!
I feel like one of the luckiest people in the world to be able to do this!
As far as sleeping well at night (warning: TMI ahead!).....I'm at the stage of my life where my uterus is holding me hostage, so sleeping well at night it kind of a hit or miss thing.
Still, I LOVE what I do, and that's what matters!!
Thanks for being honest. I have posted similar blogs and been worried about comments I would receive in backlash, but no responses show up... You go! Nice pep talk too! It is too late to be pumped, but I will read it again in the am! Thanks.
Midori, the best part of reading posts is coming on the little gems that are worthy of practicing. The difficult part of reading posts and bookmarking them is knowing that tomorrow there will be more nuggets to read, assimilate, bookmark...and who can keep up? I do peek in on the bookmarked posts, and sometimes the thing I'm wondering how to execute shows up in a blog. Thanks for the list.
Excellent post. Great inspiration. Wonderful tips. Thanks a lot for sharing with all of us. Posts like these is the reason why I'm here in AR.
Excellent advice. Not speaking first and just listening is the most powerful advice you can give. It is amazing how people will talk too much.
My only problem with sleeping at night is due to my wife stealing the covers or a kitten jumping on my head!
Wonderful Midori! Yup....sleeping well at night comes with knowing that at each days end...I've done good.
Amen, Modori. Amen!
I couldn't have said it better myself...and yes I have no problem sleeping...but I am sure there are a lot of people out there that do these days.
Be a professional at all times!
There are many people who sleep well because they are clueless!
The people that were losing sleep at night, now have a full-time job. I think the rest of sleep well because the only reason we are still in business is because we have made changes in how we do things.
Great reminders. Propecting everyday is the hardest. To much to do, to little time.
Great reminders. Propecting everyday is the hardest. To much to do, to little time.
Modri- Exceptional Post! One I would add to that is start the day with affirmations! It works
Love the bullet point checklist. I can't imagine that anyone, anywhere attempting to sell real estate could be successful without hving these points down pat.