Viewing by month: March 2011

Building on your sales techniques

Many people believe that selling is an innate skill – you either have it or you don’t.   Whilst it can’t be denied that some people do in fact seem to be born with the gift of the gab, it would be a mistake to assume that such sales techniques cannot be learnt.  Sales training is therefore an important venture for all real estate agents to pursue at various stages of a career. 

There are many skills that real estate agents must master, with strong sales techniques rating high on the list.  It goes without saying that the better you are at selling, that is, understanding the needs and wants of your clients and helping them to meet them, the more successful you will be as an agent. 

The following points are some simple sales techniques to assist with the personal development of all CENTURY 21 real estate agents.  

1. Sales is a learned skill that can be developed and built on
True professionals and the best sellers still need to engage in sales training throughout their careers, maintaining and building on their current levels of proficiency. 

2. Recognise that the mind controls most sales
Confidence is a large contributing factor to your level of sales.  If you believe you can and will sell or rent your next property, chances are you will be successful.  You will learn to grow in personal confidence when you make a sale if you are comfortable with your research, level of effort and your overall commitment to the buyer making the purchase.

3. Spend time with prospective clients
Much of the time that will assist you in developing your sales techniques is the time you invest in understanding your clients and their ultimate needs.  It is to this end that you need to schedule your valuable time wisely – minimise the hours you spend travelling to and from appointments and on paperwork and maximise the time you have to learn more about your clients.  The relationships you develop will help you build more confidence and assist you when it comes time to negotiate and make a sale. 

4. Learn to close the deal
Knowing exactly how to communicate when closing deals is a skill that completes the circle of your sales training.  Ensure that you work on your ability to think under pressure and develop an understanding about the meaning of your clients’ body language. 

It is important to understand that sales techniques are a combination of natural ability, continued growth and the skills that are picked up along the way.  The best real estate agents are those who consistently work towards developing their client relationships and their methods of communication.

0 comments | Posted by Reality Bytes - Real Estate Training Blog on 28/03/2011 at 8:54 AM | Categories:

Overcoming your personal fears to become a better agent

To become a successful CENTURY 21 real estate agent you will need to be confident in your knowledge of the market, in your ability to sell and your capacity to overcome your personal fears such as the fear of failure and rejection.

If you think you have the passion and desire to become a top real estate agent you need to ask yourself, what is stopping you from reaching your highest potential? One of the most common answers from rookies to elite agents is the fear of rejection.

Real estate agents need confidence; this includes the ability to pick oneself up after being rejected.  Fear is often paralysing and can be extremely destructive for your career if you let it consume you.  More often than not it is the fear of rejection that stops us from picking up the phone to approach a prospective client and it is the fear of talking to strangers that prevents us from winning that sale.

The first step to overcoming these hurdles is understanding that this fear of rejection is borne largely from our own false beliefs. Many people go through life plagued by insecurities – when it comes to activities like calling a client, some of these anxieties can include:
- What if I get lost for words? It is best if I do not call. 
- The salesperson from the other agency is better than me.
- What if my commission is too high?

Unfortunately in many instances such negative thoughts build up to the point where we begin to believe our own shortcomings, irrespective of the truth.  A remedy to this – take action and move forward with your original goals.

The reality in life is that we only get what we focus on – good or bad.  By acknowledging you have a fear of rejection, you can work to force yourself to overcome it.

It is also important to remember that practice and experience will help you to overcome your fears.  By showing yourself that you can perform a task, whether it be approaching and talking to a stranger or picking up the phone to call a prospective client, you are proving to yourself that your fear is unfounded.  And the more times you perform a previously feared action, the easier it will become. 

0 comments | Posted by Reality Bytes - Real Estate Training Blog on 21/03/2011 at 10:32 AM | Categories:

Improve your approach to customer service

Buying and selling property can be a stressful, emotional and draining experience for many people.

Each property that is bought or sold is linked to many memories and as a CENTURY 21 real estate agent it is important to recognise the existence of these ties when assisting a client through the buying/selling process.  The customer service that you offer is incredibly important during this time and will ultimately have a large impact on how a buyer/seller handles the situation. 

The following tips may be of use to you in improving your level of customer service ensuring happy clients, and repeat and referral business. 

Engage with your customers

Learning how to engage with your customers to the point where you are able to understand their personal needs and dislikes is a helpful way to ensure you are providing the best customer service you can possibly offer.

Engaging with customers requires clear channels of communication, as well as giving them your complete attention, dedication and displaying a drive to find or sell a property that is appropriate for their situation. 
Customer service in real estate is about ensuring that your client is happy, comfortable and has confidence in your expertise.  Even after you have finalised a sale with a client, in many situations your continued correspondence will be appreciated.  Property investor clients, for example, will be happy to be kept up to date with purchase opportunities that you feel may interest them, and could reward you for your time with their continued business. 

Learn to accept and respond to negative feedback

Believe it or not, your levels of customer service can improve tremendously through receiving negative customer feedback.      

A 2010 survey of 12 countries from the American Express Global Customer Service Barometer found that Australia is one of the least tolerant nations when it comes to accepting bad customer service.

Fortunately it found Australians to be more forgiving of a poor experience if they had generally received good service. The study also revealed most consumers want to resolve their issues by speaking to a real person, either on the phone or face to face.

This is definitely worth considering as a real estate agent.  If a client is not happy with the service you have provided, endeavour to limit damage to the relationship by talking to the client about the problem, apologising (if necessary) and taking action to remedy the issue (if appropriate).  In any case, it is far better for you to ensure that the client leaves the relationship at least happy with the way their complaint was dealt with.
If you are a good sales person you can sell anything to anyone, but good customer service will ensure that you continue to represent clients in future real estate transactions.  Remember, to the average person buying or selling a house is one of the biggest decisions they will make in their lifetime.   Providing excellent customer service as their real estate agent will ensure that this decision is a positive one, and may help to result in repeat and referral business for you as an agent.  

0 comments | Posted by Reality Bytes - Real Estate Training Blog on 15/03/2011 at 11:34 AM | Categories:

Being an ethical real estate Agent

In order to become a well respected, high performing CENTURY 21 real estate agent, it is important to have a good standard of ethics.

The following tips are offered as a guide to help you advance your career and local reputation as an ethical real estate agent.

1. Improve your knowledge on price points in your local real estate market
A good agent should know the general trends and conditions of the real estate market so that the advice offered to clients is competent and applicable.  Often without extended property knowledge themselves, your clients will rely on you – it is your job to advise buyers about how much to offer on a property and to give vendors a reasonable expectation regarding what price to expect when selling. 

2. Only show homes that are within your client’s budget
It can be seen as arrogant to show properties to clients that either do not meet their required needs or which are simply too far outside of their price range – both of these activities can make clients feel uncomfortable.  If you continue to ignore your client’s comments and budget they may go elsewhere.
3. Put your client’s interests first
When acting on behalf of buyers, do not send multiple people to the same property to bid against each other.   In these instances it may become obvious to your clients that you are putting your own interests in a higher commission above theirs.

4. Leave your personal issues at home
Bringing your private problems or emotional attitude to work will usually have an impact on your relationship with your clients, not to mention your productivity.  If you need time off work, it is best to talk to your manager.

5. Don’t make your clients chase you for an answer
Eager agents always find time to reply to emails and answer phone calls from clients.  Real estate transactions can be a very personal process, often with large sums of money involved, and clients rely on their agents to guide them through the process.  If your client cannot contact you, you risk losing their personal business, as well as referrals. 

6. Be competent, polite and confident
An ethical real estate agent is one who respects their clients.  By showing a constant lack of attention to detail and rudeness such as consistently spelling a client’s name incorrectly, being short tempered or lax in your provision of feedback, you are essentially sending a message that your client is not high on your list of priorities.  Again, this may lead to a situation where your client takes their business elsewhere. 

There will always be room for improvement in your career as a CENTURY 21 real estate agent and there is no doubt that upholding ethical standards of behaviour will positively impact your personal reputation in the industry.


0 comments | Posted by Reality Bytes - Real Estate Training Blog on 07/03/2011 at 4:21 PM | Categories: