Real Estate Sales Coaching Tip – Frustrated with Losing a Buyer?

For a Real Estate Sales Agent, there is nothing more frustrating than finding a qualified real estate buyer prospect only to lose them somewhere in the real estate sales process. All that hard work, time and money has been wasted. The only thing worse is when there is another real estate sales person standing by to snatch up and close the deal with the prospect you worked so hard for. It’s tough on your self esteem and takes a lot of energy to pick yourself back up and move on afterwards.

Now that’s really frustrating.

What if we could eliminate most of this frustration? Wouldn’t that be wonderful!

I believe that it’s possible for you to accomplish this…if you consistently use a tried-and-true system.   That takes a plan and an understanding of what is needed to be done to make it work. So let me give you some insight that can help from the concepts I talk about in The Unstoppable Sales Conversion System.

Let’s start by understanding some sales basics!

The Sales Process is a Series of Steps

To get the type of sales conversion results that can change your business over night, you will need a new perspective.

Imagine that every sales interaction is a series of predictable steps leading your buyer towards the goal of making a purchase.  If you were to watch and study several sales interactions on a hidden video camera it would look like each salesperson is performing the same steps.  However, when you look closer, it becomes apparent that the successful real estate salesperson was doing something slightly ‘different’ than those who seem to struggle through the sales process.

You might not be able to identify what was different between one sales interaction and another, yet you would sense that something different was happening.  Since real estate sales or the decision to buy is considered to be an emotional interaction, you would ‘feel’ it rather than ‘know’ it.  And that is exactly what the client is experiencing.  They “feel” it and respond at an unconscious level.  Because…

Buying is both a logical and an emotional process!

Doing something slightly ‘different’ in your real estate sales process will give you the sales conversion results you are looking for.

You Need to Understand Your Sales Conversion

If your sales business is not built on a strong Sales Conversion System then you will be on the Client Acquisition Tread mill 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 sales 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.

Sales Coaching Tips on Building a Leadership Posture in Sales

What is Leadership Posturing in Sales?

Sales success is a process not a destination.  Part of the success process in sales when getting a new sales client is your attitude; in fact your attitude sets the tone for the interview, the attraction of new sales clients and even how long you will keep them.  Having the right attitude about what you are creating in your business is critical to your success in sales.  This concept is so powerful that if you feel you are not up to helping your sales prospect or if you feel that they are out of your “league” then these thoughts will become your reality.  In other words what you believe becomes your reality!

You may work harder than your competition, be more educated, and have better experience; however, they will win the new sales client and the sale if they have a stronger posture.  Your ability to earn income and compete for new business is predicted by this internal posture.  It’s your job to practice and build your confidence with the proper dialogue so you can give your sales prospect the correct information on the value you can bring to them.

Attitude is the Key to Getting the Sales Prospect

The way you think about your abilities will dictate your confidence and ultimately your salesposture.  It will come across to a new sales prospect that you know what you are doing and therefore they can trust you.  You will want to watch how your confidence shows up and feels to your prospect.  If you push your confidence too far and it comes across as bold and arrogant, your sales prospect will more than likely find your attitude overwhelming.  So remember to confidentially state what you are good at and what expertise you bring to the market place without hesitation.  Your prospect is waiting to know that you are the right person for their business.

Business Coaching Tip on Increasing the Intensity of Your Purpose

Building the Intensity of Purpose

There are a number of steps I recommend as a business coaching and sales coaching professional to those clients taking my leadership training when they are looking to find their purpose or mission statement. Although there are a number of very effective exercises to help people find their purpose, I usually start the business coaching session with a coaching skill called Building Emotional Connection.

You Need to Feel It

Most people have lost the art of connecting emotionally to what they want as a form of internal motivation.  We are so use to someone or something else externally motivating us, whether it is a boss or financial obligations, that we don’t know how to motivate ourselves internally.  Every great leader in sales or business will know how to motivate themselves internally.  This kind of motivation is frequently referred to as being driven.

Being Driven is the Key to Playing a Bigger Game

Without drive, a business owner, sales person or leader will be unable to sustain enough motivation to make their business successful; making the big differences they want to in the world.  Being stuck in a life of mediocrity is hard to live with and stay with.  Being driven is easier and generates energy that will allow you to play a much bigger game.  Playing a big game allows you to reach the purpose that has been driving you to succeed.

People will follow someone with a vision who is driven to make it happen.  To start building your vision and passion follow these steps.

1. Set your mind on a vision that is worth chasing after with the mindset that failure is not an option.  It must trigger an emotion that is so powerful that you are compelled to act on it.
2. Write your vision down and spend time exploring the emotional benefits you gain by achieving it every day until you know what it feels like to have it accomplished.  Embrace the emotion and allow it to build over time.
3. Build the emotion. With this emotion rooted inside you, you will find you are so motivated that nothing can stop you.  Make sure to create a habit of building the emotion every day.
4. Engage – Now you’re driven and success is only a little work away!  Make a plan and start step one with commitment.  Commitment is what makes everything work!