Top Ten Tips for Selling Success

 

1)      Know the purpose of business. That purpose is to create and keep a client. The idea is to take a prospect, provide them with a product or service, form a relationship, and leverage that bond into future repeat and referral business.

2)      Prospect daily: Since the beginning of time, hunters hunted, gatherers gathered, miners prospected for ore, and salespeople prospected for new and repeat business. Successful salespeople make sure this ‘hour of power’ happens when they are free of distractions. This is usually before noon.

3)      Realize it’s a numbers game: How many business cards did you hand out last week? How many new names did you add to your database? How many direct mail pieces did you send? How many prior clients did you call or visit?

4)      Know your USP: What is your ‘unique selling proposition’? What makes you different, special, and better than the throngs of similar salespeople? Develop the reasons a buyer or seller should use you for their real estate needs.

5)      Ask for the order: Ask buyers to buy the house you showed them. Ask sellers to sign the listing agreement. It is almost impossible for a successful salesperson to ask too prematurely, or too frequently.

6)      Don’t take things personally: It’s frustrating when a buyer delays their purchase. But, it’s not about you. Agents feel rejected personally when they don’t get the listing. Get over the pity party. Get more buyers and sellers and you won’t have time to regret the deals that don’t materialize.

7)      Set goals: If you can’t reach into your wallet or purse and touch your written goals, they are not being employed effectively. What do you want said at your eulogy. Where do you want to be in five years? If you had six months to live, what would you do? Help the poor. Feed the hungry. Coach the children.

8)      Improve continuously: The Japanese word is Kaizen. Improve your vocabulary right now and look to up in a dictionary, or on Google.

9)      Tangibilize intangibles: Selling a service is dealing with intangibles. A picture is worth a thousand words. Show them your website. Display letter of recommendation.

10)  Track your numbers: How many listings did you take last year? How many sales did you close? What was your gross commission income? What was your sales price to list price ratio? How many days did it take to for your listings to sell? How much money did you save or donate to charity?