Do your goals for 2014 include generating more leads and closing more sales? When you work by referral, your leads come in the form of referrals from past or current clients, friends, family and people within your network. You earn referrals by offering great service to your clients. You may say, “Oh, I’m not really a salesperson; I just really enjoy helping people.” Truth is, for the Consummate Sales Pro, there is no difference between sales and service. When Pros provide their clients with great service, they are selling to them. They’re selling their expertise, their experience and the services they provide. Sell with integrity. The real estate landscape has changed. Buyers and sellers have become savvier about sales and don’t want to feel like they’re being sold to. Instead, they’re looking for someone who will guide them through the process without being subjected to the ‘hard sell.’
Today’s consummate real estate professional knows that the best way to reach their clients is by sharing their expertise and giving their clients the knowledge they need to make the real estate decisions that are best for them. These Pros earn the trust of their clients, and enjoy referrals that follow.
Ask questions. The best way to learn about your clients’ needs is to ask them open-ended questions. This will help you figure out how to best serve them. And, remember to listen to their answers. Write down their responses and repeat what you heard them say.
Practice makes perfect. Whether you’re new to the business or you’ve been in real estate for years, it helps to rehearse what you’re going to say. Chances are you have go-to dialogues that you say to buyers and sellers (and if you don’t, Referral Maker™ has some to get you started). Practice them in the car, in the bathroom mirror, while you’re making your morning cup of coffee, wherever. Having your pitch down allows you to be present when you listen to your clients express their needs and expectations, and it makes you look like the prepared professional that you are.
Embrace your enthusiasm. The best salespeople are those who are enthusiastic about their product or service. Why? The more excited a salesperson is, the more likely they are to entice other people to buy. After all, the last four letters of enthusiasm could stand for I Am Sold Myself.
Enthusiasm is contingent upon belief—belief in your product or service and belief in yourself. Rekindle your enthusiasm by selling what you believe in.
Want more great tips to help you work, sell and grow like a pro? Register for Brian Buffini’s Success Tour 2014! In this innovative two-day seminar, real estate expert Brian Buffini will reveal the strategies that are essential to thriving in the new era of real estate. Brian will be joined by business leaders who will inspire you to take action and revitalize your business. Visit BrianBuffini.com for more information and to register.