Out of the total population of salespeople – regardless of the product or service they sell – the largest majority do not produce consistent and high results. The results of most salespeople are cyclical.
Although salespeople blame their market, their area, their leader, team, product, service, unethical competitors, cheaper fees charged by their competitors – you name it, and most leaders will tell you they’ve heard them all – this cycle has more to do with failure to do the right activities than it does external sources.
“Don’t tell people how good you are. Get happy clients to tell people how good you are”.
References from happy clients improve the success rate of your advertising.
No doubt you know this. So how many references (testimonials) did YOU get last month? Would I be right in saying that you obtained very few?
Salespeople forget to ask for references. I don’t know whether it’s lack of foresight or just plain forgetfulness, but no matter the reason, failure to ask for a reference costs you, and your agency, serious money.
“Men at some time are masters of their fates:
The fault, dear Brutus, is not in our stars,
But in ourselves, that we are underlings.”
William Shakespeare’s words in Julius Caesarspeak of personal accountability. We are where we are in life because of decisions we have made in the past. And we can make a better life tomorrow by making better choices today. Personal accountability – I love it.
When I think of people like Helen Keller, I have to try hard to think of any reason why a person cannot overcome adversity and become whatever he or she wants to become.
Blind, deaf and dumb, Helen Keller had no way of communicating with the outside world. Inside her head worked a fine brain, with no way of articulating its thoughts. All that changed on 3 March 1887 when Helen met a teacher, Anne Sullivan Macy. With patience, love and, always, strict discipline, Anne Macy worked with Helen Keller, teaching her to communicate, thus enabling Helen to unlock the huge potential stored within. Helen Keller later called March 3 her “Soul’s birthday.”
Willpower and stubbornness are close relations. One attribute you want. The other you don’t.
Stubborn people steadfastly hold onto ideas and, right or wrong, will not be persuaded to see any other point of view. You could argue that this is misdirected willpower.
When it comes to forming new habits, willpower is what you need. With willpower you can say ‘yes’ or ‘no’ to yourself and mean it.
If you feel that you lack willpower, take heart. Willpower can be exercised. Start small. Make a short-term commitment and stick to it. Then increase the time and difficulty of the commitments. Your willpower will strengthen.
So often you hear people complain, “I make the calls, but I’m not getting any results!” If you find yourself in this position, perhaps you should do something about it. Prospecting, like all tasks a salesperson performs, must show a healthy return.
There is no delicate way to say this: if you cannot find sellers, and lots of them, then you probably won’t master the skill required to list them. You might as well face the fact that real estate is not for you and save yourself months of misery. Failing that, you have no choice but to get good at finding new sellers for your agency. Becoming good at this takes dedication, determination and courage.
Have you ever put off doing a chore that you thought would be difficult? You dreaded doing it but eventually you got stuck into it, and what happened? It was much easier than you thought. You couldn’t imagine why you thought it would be so hard.
Prospecting is like that. It’s just not that difficult. All you have to do is start, keep going, and it will become a habit. A winning habit.
There are only 3 reasons why salespeople don’t prospect:
Do you have a problem with unethical competitors ‘jumping’ your signs? People who approach the owner of a property whom they know, or suspect, is exclusively listed with another agent, are acting unethically. If attempting to induce another person to break an agreement – a promise – with a third party isn’t unethical, what is? This seller gave his or her word to allow the agent, whose sign the ‘sign jumper’ walked past, to sell the property, and the seller gave the agent an agreed time in which to do it. How sniveling and cowardly it is to try and convince that person to break their agreement with their agent.So if you are the agent whose sign(s) is being jumped, let’s begin by looking at the positive side. You are fortunate to have competitors who are so weak and desperate that they have to resort to pilfering other agents’ sellers in order to survive. Close the door on this source of sellers and you will send them broke. Fast.Closing this door is easy, too. There are some things you MUST remember to say during the listing, and some things you MUST do after you have the property listed.DURING THE LISTING PRESENTATION
When Setting Up To Sell, advise the sellers that strangers may call.
Last year I recorded an interview with Adam McMahon, from Dignam Real Estate in Thirroul, NSW.
Adam is a keen goal setter, which explains why he is so focused. In the twelve months prior to that recording, Adam produced around $730,000 in fees for his office, without the aid of a personal assistant.
Inevitably the conversation turned to ways of avoiding erratic performance. This is what Adam had to say about goals and how to reach them:
“You have ups and downs, like everyone has. To start with, you sometimes set easy goals that you think you’re going to reach quite comfortably. Then over a period of time you push yourself and take your goals higher”.
Your weekly sales meeting should be the most important part of your business week. If you’re interested in making more sales, pay attention when your leader asks you, “What have you got cooking?”
The definition of a cooking sale is a sale you believe you have a reasonable chance of closing.
Some sales are obviously cooking, for example, the buyers are coming back for a second inspection. These sales are usually the only ones that are given in answer to the “What have you got cooking?” question.
To get the obvious cookings is not why your leader asks the ‘cooking’ question. The purpose of examining the cookings is to help you to uncover the hidden sales.
Following the November 2011 sales bulletin, ‘So You Think You’ve Got Plenty of Listings’, Phil McGrath from Impact Property requested ideas on how to develop relationships with sellers. It’s a good question, one whose answer would fill a chapter of a book.
Building relationships requires contact. Lots of it.
Great questions give great answers. All salespeople need to fully understand their seller’s needs before making recommendations that those sellers put their properties up for sale. Even though the sellers might be ready to LIST, this does not necessarily mean that they are emotionally ready to SELL. Questions help you to uncover their readiness to sell.
In Part 1 of this three-part feature we talked about the importance of understanding your sellers’ needs, and how important this understanding was to making sales. In Part 1, I gave you seven questions to ask your sellers during the listing presentation. Here are fifteen more. Continue reading Get Close Part 2
If you want dozens of happy clients, the secret lies in understanding their needs and then helping them satisfy those needs. You must know what the need is. And, you should understand that your clients possibly have not sat down and qualified themselves. That is your job. To do your job properly, you have to get close to your clients.Whether your clients are buyers or sellers, the object is the same: get close and understand their needs.In this feature, we will concentrate on sellers. At the listing presentation, and long before you get into your presentation, you should talk to your sellers. Style is important when doing this -maintain a conversational style, never sound like an interrogator.