Business coaches for small businesses will tell you that many newbie real estate agents won’t last more than two years, mostly because of an underestimation of the job’s difficulty and misinformation on how the industry works in general.
Thankfully, there are also a lot of real estate experts out there who are more than willing to give actionable advice to help the young bloods succeed in real estate. Here are some sales “tricks” that can help budding agents increase their sales and make new connections with clients.
It’s Not Always About the Sale
Despite what Glengarry Glen Ross tells you, you shouldn’t “Always Be Closing”. Not only is it obnoxious and disingenuous to be constantly badgering your clients with sales pitches, but it’s also not good for your business in the long run.
Remember: real estate investments are one of the most important investments that a person will make in their lifetime. Most likely, a vast majority of your clients are going to be single-family households that just want a house they can grow old in.
Don’t see your clients as just walking money bags with dollar signs over their heads: these are real people, with real concerns, real stories, and real lives that will be impacted by the decision they make with their investments, so treat them with the respect and care they deserve.
And for the record: Glengarry Glen Ross was a movie about what not to do as a salesman!
Virtual Tours are the New Trend
With the pandemic of 2020 vastly changing the way we interact with the outside world, technology has further ingrained itself into our everyday lives. This includes house hunting, with virtual tours becoming more and more prevalent –not to mention preferred –amongst real estate agents and their clients.
Which makes sense: with advancements in virtual reality technology and its accessibility, your clients can now do full house tours from the comfort of their current homes.
This means, of course, investing in some VR cameras or even hiring out a photographer who can pull it off. But the benefits far outweigh the costs, in our opinion.
Constant Communication is Key
Depending on what state you’re in, the real estate process –from listings and showings to closing the sale and signing papers –can be long, daunting, and arduous task for both agent and client. As much as we’d like to simplify the process, the Federal government wants to keep a tab on every step of the buying and selling of real estate.
And it’s for good reason: again, most real estate investments start in the mid-6-figure price range, making it a substantial investment and a risky process for consumers.
But keeping transparency and active communications with your client goes a very, very long way to helping them ease their anxieties and bring peace of mind, further establishing your credibility and building trust and loyalty.
Introduce Them to the Neighborhood
Selling a house is more than just putting a price tag on a structure; good real estate agents know that they need to sell an idea. It’s not just a 5-bedroom colonial with space for an extension: it’s a future home that can become a homestead.
You get the concept. But a house isn’t just a house: it’s a small part of a community. If you’re lucky enough to be an established realtor in your area, take your potential clients around the neighborhood and give them an idea of what it would be like to be a neighbor to the other people on the street. This builds on the concept of the house being a potential home, not to mention giving them a preview of life in the neighborhood.
Treat Your Clients Like This Won’t Be Their Last Purchase
The average American family will move around 11 times in their lifetime, which means that you will probably see your client again over the next few years.
These people aren’t just one-time customers: they are life-long clients that will be a source of both income and referrals, so treat them well, treat them right, and they will do the same for you.
Let Shawn Tiberio Help You Reach the Next Level!
Shawn Tiberio is one of the most successful business coaches for small businesses, but he was also a successful figure in the real estate and property management industries. This allows Shawn to provide real estate professionals accurate and timely advice that can help them take their business to the next level. Contact us, today, to learn more about how we can help you become a better real estate agent.