Are you making or breaking your real estate business with your current sales style? Ensure your success with these real estate selling tips from New York Times best-selling author Don Hutson:
- Address your attitude.
Among real estate selling tips, your attitude can be your biggest burden or your greatest opportunity. Land on the positive side of sales:
- Plan ahead.
Properly organize your time and efforts.
- Stop counting those chickens!
Avoiding pre-judging prospects. Web leads DO turn into deals, people still need homes despite lackluster inventory, and half of buyers have homes to sell themselves.
- Steer clear of pessimism.
Optimism is the foundation of successful sales. Focus on solutions, stop whining, and start smiling.
- Know your numbers.
This means tracking the good and the bad. Determine the worth of each call you make. Assume each of the 100 expired listings you call will gain you 10 listing appointments. Of the 10, five will earn you $40,000 (an average of $8,000). Divide total commissions by the total of expired listings you called. Yes or no, your calls are worth $400 a piece! This is why you must push call volume to maximize sales contact.
- Categorize prospects on the loyalty ladder.
Focus on the top 20 percent – and get them moving up.
- Rung 1: Suspects
All possible home buyers and sellers.
- Rung 2: Prospects
Individuals ready to do business with someone with a competitive advantage.
- Rung 3: Customers
Those who will do business with you.
- Rung 4: Clients
Those that value your opinion and advice.
- Rung 5: Advocates
Not only do business with you, but refer you to others as well.
- Rung 6: Confidants
Though they take time to cultivate, confidants are the ultimate in in-depth, loyal, authentic communication.
Ready to streamline your sales process? We’ve got the real estate selling tips and tools you need for success. Learn more.