No Real Estate Sales Agent ever wants to hear an objection.  And the one sales objection that is feared most is the commission objection.  When ever this objection shows up it usually causes a sales agent to trigger, flooding their mind with all kinds of negative emotions and thoughts.  Once you have had a triggered response to any objection, developing a powerful response becomes impossible.  So how can you rise above this situation?

Developing the Strategy Helps You Win

At on of our F.A.S.T. (Fundamentals, Attitude, Skills,Training) Sales Training Programs, I started with my session on Objection Handling.  I asked the question “What are Sales Objections?” only to have one seasoned sales person pipe up with,  ”necessary!” We all laughed.   In fact, this idea is exactly correct.  An objection is a buying signal from the prospect who is really saying “I’m ready to get started, but I have this emotion I need some help with.”  It’s the sales persons roll to help the prospect through the selling process, especially when their emotions show up to hijack their buying decision.  Having a solid strategy and the skills to help your prospect will make the sales process more successful and usually result in a sale.

Success Coaching Tips in Handling Sales Objections

The best way to handle any real estate sales objection is to develop a strategic response in advance, practice your reply until it flows easily and mentally prepare yourself for objections. Here are some simple tips”

1. Expect Sales Objections: The only time you really need to worry about sales objections is when you don’t get them and they are not moving forward.  That means your sales process has failed along the way and you missed the indicating sign.  The best thing to do is to back track and go over the key points making sure you have buy-in prior to moving on.

2. Practice Your Sales Scripts: Roll play your scripts until you feel comfortable and confident in what you are saying.  Have at least 3 different ways to handle each sales objection.  That way you will definitely be able to help your prospect through the buying process.

3. Manage Your Self Effectively: You need to maintain control of your own emotions so you will be able to help the prospects through theirs.  Remember to stay focused on the sales process and when objections show up, don’t take it personally.  It has nothing to do with you and everything to do with a health sale!

Need more information on sales and how to improve your skills?  Why not contact us for a free consultation and get your questions answered.

Your business will have ebbs and flows; times of  intense volumes then rest periods.  Every business has cycles that are specific to their industry and economic climate.  It is critical that business owners understand how much they are able to do when things get busy.  If your business experiences a high amount of  volume in a few months, you will need to have systems and staffing capability to handle that peak flow.  If you don’t have the capacity you will ultimately loose clients and your reputation.

Take a look at your Peak Flow and examine where your current business structure does at handling the volume.  Do you have enough employees?  Are you able to manage all aspects of your business effectively when it get’s busy?  What areas will suffer with a lack of employees, equipment, or proper follow-up?  It’s great to do a record volume one month, but if you are unable to effectively invoice and bill your clients that will increase your collections efforts.  More time spent on collections that could have been avoided is something you want to change.   Not to mention that slow invoicing is the number one thing that leads to bad debt.

Once you begin making mistakes and messing up due to being overworked, you will end up spending extra time soothing things over with your clients in an attempt to keep them.  The extra effort you spend after mistakes are made compounds the problem increasing your stress and reduces your capacity in your busy times.  The end result to this process is that you loose control, clients and valuable business.

The Key Indicators to Watch For

As you look through your business operation at peak times, take a look at what you stop doing from time to time even when you are not busy.  We all have things we don’t like doing; things like filing, prospecting, paperwork and even follow-up.  If you’re not doing these from time to time when you have time to do them you can be sure that you will drop them quickly when you are busy.

The next thing to look for is how stress is working for you.  Reasonable stress will increase a business person’s performance to a point.  Once we hit the point that we cannot bare the level of stress we are under, our performance will radically drop immediately.  A combination of time and intensity can tell you more about your stress capacity.  Understanding this capacity will help you plan for the help and changes that you need to make to keep your business working effectively.

So remember, everything you do as a business owner or employee has a maximum capacity to perform in busy times.  How much work you can handle will be determined how you do things.  Considering your peak flow in advance will prevent system failure and lose of clients.  You owe it to yourself to plan in advance – it can save you thousands of dollars every year!

All business and coaching professionals that focus on leadership development understand the importance of motivation in any success.  Motivation is the power or fuel that enables us to accomplish great things in your life and business.

We’ve all experienced the driving force of a young child with a desire for something they want. The intensity of their focus can only be described as a fixation. When they have their mind set upon or fixed upon something we all know how hard it is to change their mind.  Children will stand their ground, stomp their feet and resist your direction in defiance until they get what they want. The resistance to change is enormous.  This desire or intensity of focus is really the power of passion that is alive inside of ever child.

Singleness of Purpose

What if we as business owners and sales people could develop our internal leadership with such a burning passion that it overrides all normal balance and bios?  What if it was already inside of us waiting to be released?  We could accomplish the impossible!  Nothing could stand in our way.  So why don’t we naturally think this way?

What usually stops us is our awareness that such extreme behaviour is not socially acceptable to get what we want.  We have been cultured and trained to live, work and think within boundaries that society calls ‘normal’.  These preset parameters dictate how we live, what we can expect and our understanding of success.  However if we choose to, we can stir our own internal passion to give ourselves new resources to move our business and sales forward accomplishing new success. It is this singleness of purpose that can give birth to a burning passion.

Making the decision to stretch yourself and break the barriers that exist on your life is a huge step.  It will take some thought, persistence and support.  The power that can be released will fuel your growth towards any success you choose.  Making the choice is the first step, persisting through the resistance is the second and living out your passion will give you everything you hoped for, success!

Increasing Your Performance by Planning for Your Peak Selling Times

Rich Grof, performance, sales and business coach, offers advice on how to enhance productivity with distractions. Http://www.richgrof.com/

Benchmarks in your real estate business tell you when your business will be going through a change.  Every business or organization has growth steps where they need to change their systems and procedures to better handle new growth. A real estate business that runs as a sole proprietorship will have different styles of internal procedures and systems than a business that runs 10 employees.  All real estate sales people will change their operational practices when they hit different levels of accomplishment.  It is important to understand what will need to change and when to change them in order to have successful growth.

Preparing for a Real Estate Performance Shift

Knowing when you will be going through a real estate performance shift indicated by a benchmark helps you mentally and physically prepare.  It helps you move to the next level in your business development with the least amount of resistance and trouble.  Imagine having a small home, two bedrooms, one bath filled with 3 families totaling 15 people.  That’s a home that is over it’s capacity!   The same principles applies to the skills you use in your real estate business.    Every time you go to a new level in your business you will need to review all the processes and procedures that you currently use.  To succeed you will need to imagine what the next success level looks like and see what challenges show up.  Then you can begin to modify what you are doing to achieve greater results. Look at top producing real estate agents in your office for clues or even take them or lunch and ask them questions.   Remember to focus in on Increasing Capacity; getting more done in less time becomes the key currency to success at the next level.

Your real estate sales business will have ebbs and flows; times of  intense volumes then rest periods.  Every business has cycles that are specific to their industry and economic climate.  It is critical that real estate sales agents understand how much they are able to do when things get busy.  If your real estate sales business experiences a high volume in a few months, you will need to have peak flow systems for outsourcing and/or staffing capability to handle that increase.  If you don’t have the capacity you will ultimately loose sales prospects and your reputation.

Take a look at your Peak Flow and examine how your current business structure does at handling the volume. Do you have enough systems?  Are you able to manage all aspects of your real estate business effectively when it gets busy?  What areas will suffer with a lack of employees, equipment, or proper follow-up?  It’s great to do a record volume one month, but if you are unable to effectively service the prospects you have, you will loose them to another agent.  Once you begin making mistakes and messing up due to being overworked, you will end up spending extra time soothing things over with your clients in an attempt to keep them.  The extra effort you spend after mistakes are made compounds the problem and reduces your capacity in your busy times.  The end result to this process is that you loose control, clients and valuable real estate business.

The Key Indicators to Watch For

As you look through your business operation at peak times, take a look at what you stop doing from time to time even when you are not busy.  We all have things we don’t like doing; things like filing, prospecting, paperwork and even follow-up.  If you’re not doing these from time to time when you have time to do them you can be sure that you will drop them quickly when you are busy.

The next thing to look for is how stress is working for you.  Reasonable stress will increase a real estate agents performance to a point.  Once we hit the point that we cannot bare the level of stress we are under, our performance will radically drop immediately.  A combination of time and intensity can tell you more about your stress capacity.  Understanding this capacity will help you plan for the help and changes that you need to make to keep your real estate business working effectively.

So remember, everything you do as a real estate agent has a maximum capacity to perform in busy times.  How much work you can handle will be determined how you do things.  Considering your peak flow in advance will prevent system failure and lose of clients.  You owe it to yourself to plan in advance – it can save you thousands of dollars every year!

Reaching your goal in business and sales requires a focused approach to prospecting.  Preparing in advance for prospecting is the best way you can keep good momentum while you’re making your calls.  Your prospecting set-up routine, or what I call pre-performance routine, is a series of actions that you do to get ready to prospect. To prospect effectively you must be in the right mental state. As you make call after call you will get over the initial jitters and nervousness. With each call you will see your confidence build.   Here is an example of a routine that you may want to implement.

1.    Develop a Sales Pre-performance Routine

1. Take 30 minutes prior to sales prospecting to prepare.
2. Use meditation or music to relax.
3. Focus on your business vision and sales goals for this session of sales prospecting.
4. Roll-play your sales script just before making calls.

2.    Collect all the Information in Advance

1. Start 100^% prepared before you start.  Being unprepared interrupts your sales prospecting flow.
2. Have all the names, phone number and any important information that you need readily and easily accessible for your sales call.

3.    Prepare Your Environment

1. Surround yourself with positive influences.
2. Prospect sales clients totally undisturbed.
3. Stand up and use a headset.  Moving around gives you better tone and can help with your nerves.
4. Have your sales scripts hung on the wall at your phone station.

4.    Prepare Yourself Mentally

1. Memorize and internalize the sales scripts.
2. Always use a sales script and ask all the questions.
3. Have a specific hourly goal of contacts you want to make.
4. Have responses to most common sales objections committed to memory.
5. Focus your business generating time on setting appointments.

5.    Record Your Results

1. Only let the phone ring 4 times and move on.
2. Track your results daily in your business log.

Having a powerful sales or business development routine to find new clients can give you peace of mind and confidence.  If you practice your sales or business development routine regularly and customize it for your business style, you’ll never regret it.

Training and coaching can be valuable to your real estate business when used effectively. Programs are typically used for increasing knowledge or skills and coaching helps to get the new information working in your business. At each step of your development you will want to consider what, if any real estate training  and coaching you need.  If you have chosen to have a coach as part of your team, your coach will be able to provide you with what real estate training you need.  If you are working independently, you will want to identify what you need and when.

Making a Program Work For You

Having an accurate awareness of what your skill level is, increases your confidence and eventually your income. In fact our study has show that by building your client sales communication with the skill of roll playing you will double your confidence within the first 90 days. That means more sales in less time and you won’t miss opportunities when they happen!

Steps to Success

• First take a look at your skills and evaluate what skills you have that need to be fine tuned and then what new skills you will need as you move forward.
• If you need to, check in with your accountability team, mentor or an office manager and ask them what they believe your different skill levels are.  It is hard to be objective about your personal skills if they have never been formally tested.
• Research any possible real estate training programs you may be interested in.  You want to talk with people who have taken the course, find out what results they had and how long the results lasted.  Most programs provide some stimulation with little long term change.  That keeps you dependent on retaking the course when you want more results.
• Now align timing of the training with the business level you believe will give you the greatest gain with the new skills.  Taking a training program with information that you will not use until some time in the future will be a waste of money.  When you can’t put the information to use as you learn it then the effectiveness of the program diminishes.
• Adjust the timing of the programs to your learning style and personal commitments.  You will want to be careful to not overlap your training.  Overlaps in training can drain your physical resources and cause unnecessary stress.  Plan your training with reasonable breaks based on the intensity of the program, business and personal commitments.

Implementation Performance Tips

• Make sure to get help choosing the right program for what you need, choosing the wrong program can waste valuable time.
• Since training programs only provide information, you may want to consider adding coaching with your education to help implement what you are learning faster and with higher success.
• Remember to checkout our more information on RG Performance coaching program.

Rich Grof, Performance Coach from Barrie Ontario gives a business coaching tip on how to asks just the right questions to find out if you’re working smart to get more done in less time. http://www.richgrof.com