Viewing by month: August 2011

Key strategies to improve your professional sales skills

As a CENTURY 21 real estate agent your sales success will often be dependent on two important factors - the economy and the flexibility of your sales strategy.  If you are able to learn how to adapt your professional sales skills to any market environment, you should be able to position yourself to successfully sell real estate no matter how the turbulent the economy may be.  Learning how to master such skills will likely help you to reach your own personal career goals as a real estate agent.

There are several essential skills that can help real estate agents reach their full sales potential. 

Developing relationships
It is important to establish and maintain a relationship with buyers and sellers.  Prepare yourself by listening to their needs, and ensure your presentation and pitch is catered to their personal situation.  Your accommodating approach should help to build respect and a good working relationship. 

Planning the sale
To keep the sale moving forward, create a list of small steps that must be achieved between yourself and the vendor, assigning deadlines to each task.  Ensure your vendor is happy with the strategy and inform them as each step is accomplished.    

Ask productive questions
It is not uncommon for agents to ask the wrong questions – which are usually the easiest ones to ask.  While the hard questions, such as “What will you do if the market doesn’t pay $X for your property?” can prove difficult to ask, not voicing them may lead to conflict down the line.  Questions are also essential for building client relationships and developing a comprehensive understanding of their preferences.  Open-ended questions are usually the best and will help you to obtain information on which to build your sales strategy. 
Presentation skills
In understanding your client you should be able to gain perspective into how best to present to them and on which medium.  For example, while older vendors may appreciate a paper based pitch, those in Gen Y could respond more effectively to digital forms such as tablets or laptops.  

Securing a signature
Where many sales people unfortunately fall down is in their inability to request commitment from a potential client.  Keep a commitment objective (something you want your prospective client to agree to) front of mind and do not fear asking for it – this will bring you closer to obtaining business or making a sale. 

The continuous development of sales skills is essential for achieving ongoing success as a CENTURY 21 real estate agent.  Being able to develop strong relationships and understanding and responding to the varying needs of your clients can help you to succeed in all real estate markets.

0 comments | Posted by Reality Bytes - Real Estate Training Blog on 29/08/2011 at 9:11 AM | Categories:

The best tactics and skills for negotiating

As a CENTURY 21 real estate agent your role will often require your engagement in artful negotiation, on behalf of both your own interests as well as those of your client vendors. 

Depending on the circumstances there are different types of tactics and skills to negotiating.  Simply being aware of these can help you to fight your point and prevent you falling victim to manipulation by others. 

Tactic 1 – Win-Win
Effective negotiation can help when what you want to achieve conflicts with the aims of someone else. The aim of Win-Win negotiations is to find an area of middle ground that both parties can happily accept. This tactic is neutral and often helpful for workplace disputes.  It can also allow for the building of good relationships based on mutual respect.  

Tactic 2 – Play hard ball
A somewhat ruthless tactic, this method aims for you to win negotiations at the expense of the other person.  It is not recommended for resolving disputes with people that you have an ongoing relationship with.     

Tactic 3 – Positive persuasion
In many negotiations there are smaller issues that need to be resolved before the main point is even addressed.  Providing assistance with these matters prior to discussing the main problem can act in some way to ‘open the door’ so to speak, often making the other party more receptive to your case in negotiating the bigger problem. 

Tactic 4 – Confidence is key
Many agents can successfully sell properties, but may fall down in negotiating a fair commission for their provision of service.   Working on your levels of personal self esteem can help to give you the confidence to indicate your acceptable terms of service.  In standing firm you will likely also go a long way to secure the respect from those you work with. 

As a CENTURY 21 real estate agent try to remember that you may not be able to win every negotiation you engage in, whether it be with management, colleagues or clients.  Negotiation is about finding middle ground that helps you to achieve successful results when it may not previously have been possible.   

0 comments | Posted by Reality Bytes - Real Estate Training Blog on 22/08/2011 at 2:15 PM | Categories:

Emotional Intelligence – the key to workplace relations

In real estate, Emotional Intelligence (EI) is essential for excellence in both career performance and relationships in the workplace. 

As a real estate agent, you will likely be influenced by your relationships and how you work with the people around you, including your fellow agents, support staff, management and clients.  To achieve success requires you to understand these relationships and what drives them. 

Relationships with colleagues and clients are based on commitment, confidence, motivation and productivity.  The concept of EI will allow you to manage such relationships – knowing how to best utilise this tool will thus help you to increase your levels of performance and enjoyment. 

EI also involves how you manage your feelings when working, which is not always easy, especially when you’re particularly busy or stressed.  Emotions such as resentment, insecurity, anger, anxiety and feeling under-appreciated can have a negative effect on your daily routine and career.

The following tips consider how to incorporate the concept of EI into your work as a real estate agent. 

Build strong relationships at work
The relationships you build at work, including with colleagues, clients and management, can shape your career and entire work experience. You should try to build strong relations with those around you and proactively network as much as possible.  These alliances may offer support and help you move ahead with your career.

Attitude is a matter of perspective
Try to leave an unhappy attitude at home. If you are not confident or willing to participate you may not find work all that enjoyable. The power to change your attitude and emotions rests with you.

Workplace actions speak louder than words
You do not always need to be right and points do not always have to be proven. Your colleagues will respect you for knowing when to challenge an issue or to simply leave it be.  Displaying aptitude and simply getting things done on time will go a long way to heightening your standing with people at work. 

Learning to be confident, helpful, positive and reliable are just a few of the characteristics that can help you to enhance your use of EI in the workplace.  Try to learn to employ your intelligence to build relationships and heighten your success as a Century 21 real estate agent.

0 comments | Posted by Reality Bytes - Real Estate Training Blog on 15/08/2011 at 10:03 AM | Categories:

Remain informed about national and global market trends

To maintain your position as a successful CENTURY 21 real estate agent, it is important that you remain up to date with both domestic and international issues and property trends, as well as those concerning your own local market.  Regularly reading news articles, talking to colleagues, and reviewing data on a range of different locations will likely assist you when working with clients to buy, sell and rent, and should help you to comment on the state of the market with authority.  

Taking the time to read newspapers and online news sources daily is an excellent way to ensure you remain informed about current trends and happenings both domestically and internationally, particularly within the real estate and financial markets.  In addition, local media reports, property reports and various indices will provide you with a general feel for how the market is moving within a capital city or region.   Such knowledge should allow you to assist clients to gain a better understanding about the interplay between local and global happenings, and how this may affect their property sale or purchase.   

It can also be of great value to regularly catch up with industry colleagues within your region, in other Australian states, and across the world.  The CENTURY 21 network provides an excellent opportunity for agents to do this – with over 300 offices around the country it is easy to communicate with other agents to exchange perspectives on local markets.  Obtaining information on a personal level often provides more of an indepth view that news reports and indices may not convey. 

Having said this, there is a vast amount of information contained online and in newspapers and we can’t possibly take it all in – this requires us to be selective in what we focus on.  So, what are the most important factors that real estate agents need to remain informed about? Essentially agents should aim to maintain a comprehensive understanding about the factors that have the largest impact on the supply and demand of property within the Australian market. 

Prime examples of the influencing factors that can dramatically affect the property market and your role within it include interest rates, weather patterns, unemployment rates, housing finance approvals, housing building approvals, population growth and price growth. 

To be a successful CENTURY 21 real estate agent, it is important to remain aware and informed about trends in local, domestic and international markets.  Such knowledge should give you an advantage and help you to improve both your performance and your ability to impart helpful information to your clients.   

0 comments | Posted by Reality Bytes - Real Estate Training Blog on 08/08/2011 at 9:16 AM | Categories:

Improve energy levels to stay on your game

Maintaining a good level of energy is incredibly important for being able to successfully function as a CENTURY 21 real estate agent.  Increased energy at work usually results in more motivation to be able to push yourself to achieve goals, while poor energy levels can lead to a disheartened attitude and an inability to function and grow in your career.

A high energy level is beneficial especially when in sales.  Appearing energised and motivated can help you to connect with your clients – energised people often come across as happy and enthusiastic, and it is these attributes that contribute to closing deals.

Here are a few tips on how to maintain energy levels and stay on your game while at work.

1. Sleep
Our bodies need adequate sleep for energy. The US-based National Sleep Foundation suggests adults should have between 7-9 hours of sleep per night. The amount of sleep you need to function can also depend on a range of individual factors such as your lifestyle, age and health.

2. Diet
Do your best to avoid eating habits that can drain your energy levels. This can include eating too much or too little, not getting enough natural foods or having too much sugar.   

3. Eat a good breakfast
A study conducted at Cardiff University found that people who consumed cereal rich in fibre for breakfast developed improved cognitive skills and were able to sustain higher energy levels for a prolonged period.

4. Avoid unnecessary stress
Too much stress can make you feel sluggish and worried.  Keep in mind that pressure from your family and home life can affect your attitude and stress levels at work. So where possible try to minimise your exposure to needlessly worrying situations, as stress uses a lot of energy and mind space.

5. Keep moving
Our bodies function best when we spread our physical energy across the course of the day. By moving around even a little bit each hour you can keep your energy flowing.

These and other simple measures can help you to effectively maintain your energy levels throughout the day.  Learning how to manage your body’s energy and strength of mind can positively impact your productivity and efficiency as a CENTURY 21 agent, and help you to build your career.

0 comments | Posted by Reality Bytes - Real Estate Training Blog on 01/08/2011 at 9:19 AM | Categories: