What You Need to Know about Real Estate Sales Conversion
As a real estate sales person, I’m sure you’ve been working hard offering great value and service to your existing clients through the real estate purchase or sale process and hoping that your efforts would help you acquire new clients. Although great service gives you an edge in getting referrals, you have probably noticed that you are not starting as many new clients as you would like.
Knowing how to produce results in your business and sales is what every real estate sales agent wants. Reaching your goal in sales requires a focused and effective approach to your client sales conversion process. Having a finely tuned seller and buyer sales process will give your real estate business momentum and consistent predictable results.
The Cost of Poor Sales Conversion
If your real estate business is not built on a strong real estate Sales Conversion System then you will be on the Client Acquisition Treadmill for the rest of your career suffering with poor sales conversion and constantly chasing another deal or client.
Keep in mind that it takes 5 times the time, money and energy to find and develop a new prospect relationship than it does to maintain a relationship that you already have and land the sale. This enormous amount of effort drains your drive and can stall your business. So it is really important to keep the client all through the sales process.
Are You Missing Real Estate Sales Opportunities?
When you don’t focus on your sales conversion in the real estate sales process you will miss the opportunity to start working with potentially great real estate prospects. All too often, I see real estate sales people discount prospects as tire kickers or prospects who are just not interested because they have heard something they don’t like. This sloppy form of client discovery kills your sales conversion and potential sales.
So develop a Discovery Process that has a series of well thought out qualifying questions that will help you make a realistic evaluation as to the real estate sales prospects motivation, time line and potential.