Here are the top three skills you need to be successful in residential real estate sales:
#1: Your ability to convey credibility naturally.
If you’ve been in real estate for more than a few months, you probably know that your business depends more on how well you influence prospects than on your credentials, the presentation of your listing, the appearance of your signs, or the type of car you drive. needs. drive. Even the most shockingly inept, rude, careless, or crazy real estate agents succeed when they convey credibility. If a person BELIEVES that you can do the job, they are more likely to hire you. Period.
#2: Your ability to understand and influence how people make decisions.
Psychologists have described the process a person goes through when making a decision. A good consultative salesperson knows these stages and will help a person “walk” through them, gently leading them to a decision rather than pushing them. A good consultative sales course will show you how to dissolve objections instead of “handling” them, how to get people off the fence and make it sound like your idea, and how to ask the right questions at the right time to move someone around. subtly to a decision point. As you develop this second most important skill, the first most important skill tends to fall into place naturally.
#3: Your ability to create leads based on personality.
If you’re prospecting that suits your personality and you’re eager to get in front of people, you’re obviously more likely to do so than make excuses. But to get to that place of joy in prospecting, you need to recognize your personality traits and make use of them by finding or modifying a prospecting approach that works for you. For example, here are some ways I’ve helped agents find their “sweet spot” when it comes to prospecting:
- If you like to speak, train or improvise, giving workshops is a great platform for you to build your business. I show agents how to run free workshops to generate leads.
- If you like to “chat” with people, you might be a natural at networking, if you learn how to do it well for real estate agents.
- If you enjoy talking to business owners, you might want to try a benefits marketing system to reach your employees.
- If you’re into farming, there are 32 different strategies for running a farm, from block parties to running a coupon system like “Groupon.”
I have noticed among the real estate agents I train that Skill Number 2 has the most leverage. By developing a natural ability to influence other people’s decisions, both prospecting and passing on your credibility happen more peacefully.