Rich Grof describes a real estate sales conversion process that will help to better qualify your prospects and lead to having more time, higher sales, and sales success. A must watch for all Realtor’s looking for better sales conversion results this year.
If you have been in real estate sales a few years you have seen the “Roller-Coaster Selling Cycle” or possibly have even fallen victim to it. You know the difficulty it causes, how it erodes your confidence and how hard it is to pull out of the sales slump. How does this start? Better yet, how can you prevent this from happening?
The real estate sales roller-coaster usually happens just after the spring real estate rush. What happens Continue reading “Forget The Real Estate Sales Roller-Coaster This Year and Plan For Success” »
Have you ever wondered what information the top sales coaching and training companies know that can make you successful? It seems like they know what they are doing and can produce the results you are looking for. They understand that education is not the problem that holds people back; it’s not even about motivation; it’s about implementation. Yes getting it done is the hard part! And real estate coaches are the experts at helping Agents “get stuff done”.
To get good at finding new Real Estate clients you will have to improve
your prospect enrollment efficiency model.
A real estate efficiency model is the series of steps that it takes to accomplish a task, when each affects the other. It’s like the math questions we were tested on in school that had a number of different calculations in which you had to get the prior equation right to even work on the next. Unlike math where you can get marks for the right steps, if you have a step that you are having poor results in your real estate sales process it will spoil the outcome of all your efforts. Simply said if you don’t know how to effectively accomplish each step of the client enrollment process, you will find yourself without real estate clients and working real hard!
Here are some of the steps you will want to consider in your sales process:
To get the type of sales conversion results that can change your Real Estate sales business over night, you will need a new perspective.
Imagine that every sales interaction is a series of predictable steps leading the client towards the goal of making a real estate purchase. If you were to watch and study several sales interactions on a hidden video camera it would look like each sales person is performing the same steps. However, when you look closer, it becomes apparent that the successful 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 real estate sales interaction and another, yet you would sense that something different was happening. Since 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 sales 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 sales process will give you the sales conversion results you are looking for. Our coaching members who use The Unstoppable Sales Conversion System can attest to how making these small tweaks make all the difference in the world. So how do you start?
The best way to start improving your real estate sales conversion is to begin to record what you are doing in each step of the sales process. By writing out what you are already doing you can begin to see what is working and also what you struggle with. The first step is always to become aware of what needs to change. Without that knowledge making any changes will be nothing more than an uneducated guess.
So prepare to learn how to boost your sales by recording each step of your real estate sales process. You will need to track what sales results you are having along the way and also if you notice any indicators that your prospect may be starting to struggle. These types of clues can be used later to help you fine tune your sales process to make the changes that can convert 2 or 3 times as much as what you may be doing with now, and that’s worth doing!
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.
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.
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.
