Salescoach - With 25 years in the real estate industry, provides a range of specialist services to help you make more sales.
More Intensive Client Tracking
There is a move now to more intense follow up. In Real Estate
Sales people and the offices are finally tracking all Appraisals,
Withdrawn, and expireds and instituting a strict follow
2 Real Estate focused a lot of its Training on handling
Vendors and in some ways failed to educate sales people
in the skills of tracking and closing buyers, In this market
of lower sales volume the buyer has become a much more important
commodity. Treat these good buyers like gold. Remember too
that when prices ease its the best time to trade up.
3 When deals are out there remember the buyer might move
to the next highest level. I hear sales people often
saying now that their buyer spent more than they had indicated
they would. Right now in Real Estate, if you spend a little
more to get into the next bracket you can probably buy the
house that was previously 2 price brackets away. So dont
be afraid of selling up a level. Point out to the buyer
why you are showing them this more expensive property and
let the house be the best thing theyve seen.
4 Tracking of Prospects who use a competitor. More and
more sales people are identifying who is using a competitor
and tracking when the agency or contract expires.
5 Activation of Databases.
Its simply staggering, the number of businesses who
do not maintain a database of past clients and future prospects.
Whats even more astounding is the number who have
a database but do nothing with it. The opportunity to revisit
past clients, to seek referrals and track new prospects
that are overlooked is mind-blowing. Get your personal and
company database into action. Its a goldmine of business
opportunities. Work out how to edit and check all the decision
makers are correctly identified (Thats a phone call
that might get some business), and then develop a plan for
the year to maintain contact. Hold client functions for
your Business favourites, develop a company newsletter,
special offers etc. the key is in the follow up. Phone them
up after each mail out. Have a mindset of taking one of
Get an appointment
Database for follow up
But have a monthly/weekly budget for new prospects!
6 Hang on to those Listings that matter
For Real Estate Salespeople its important to realize
that as listings are taking longer to sell you will need
to hang on to them longer. Indeed the 90 Agency period is
just not long enough in some markets. Statistically it is
unlikely that all your listings are
the most motivated and most keenly priced, so youll
need longer to get them sold. It is just as important to
check you are not working properties that just wont
well in this market. Sure the market will turn again but
watch the time you spend in homes that are owned by vendors
whose motivations are insufficient to cope with the new
7 Fast or last
Recently a client admitted going to sleep on a deal and
the next morning they learnt a very valuable lesson. If
the price is right, if the deal is good there will be competition
even in this market. The deal was missed and whats
worse that buyer has now bought elsewhere. I have been talking
about Pace and urgency for some time now. The market might
have slowed but the movers and shakers have picked up the
pace. So Fast or Last is the deal today.