As a real estate sales coach, we must ask, “Are you ready to take control of your sales success?”
A fundamental key to achieving success in sales is understanding your prospect. Start with the prospects’ needs and pain points. When you understand those, you can address them directly.
Craft messages that show how your solution connects to their specific needs. Prove how they will contribute to their success. Do this and you’ll increase your chances of getting the sale.
Embrace the word “no” and re-frame it in your mind to mean “no for now.” Listen to understand your customers’ reasoning and concerns. Use that information to earn a “yes” when they’re ready to buy.
Take the time to understand your customers’ expectations. Then move heaven and earth to make sure that you over deliver. In sales, referrals are gold. People will return to those who meet expectations. But they will refer to those who exceed them. Your best customers will become advocates of your brand. They will use you again and again while convincing others to do the same.
Let’s focus your attention on your goals, priorities, and the things that you need to stop doing. Take ownership of your growth and take charge of your performance.
As a real estate sales coach, we must ask, “Are you ready to take the next step and reach your full potential in sales?”
Real Estate Sales Coach Tip #1 – Identify their needs, not just their wants
To achieve success in sales, it is crucial to comprehend your potential client’s needs. This is not as easy as you’d think. Most of them have trouble articulating what they need. They are pretty good at telling you what they want. But need? That requires you to go deeper and get to the emotional driver.
Listen to your prospects during conversations and meetings. Pay specific attention to the things they aren’t saying. Ask open-ended questions to gain a deeper understanding of their challenges and goals. Keep digging to find the emotional driver and make mental note. When you understand their needs, you can demonstrate how you can help them achieve their goals.
Larger luxury clients may have a gatekeeper. If that is the case, deeper research will be helpful. Look into the gatekeeper and your prospects’ business and social media. This includes understanding their industries and current challenges. Gain insight into these areas. When you do, you can tailor your solutions to align with their specific needs.
It is also important to build a strong relationship with your prospects. Show them that you are genuinely interested in their needs and that you want to help them succeed. Schedule in regular communication and offer helpful resources or advice.
As a real estate sales coach, here is a note on when crafting your sales pitch. Use persuasive language and NLP to highlight the benefits of your service. Show how it can address your prospects’ needs. Don’t make empty claims. Use statistics, case studies, and testimonials to support your claims. Go one step further and offer a contrast between your stats and the industry average. This strategic use of stats differentiates you from your competitors.
Always prepare to address any objections or concerns your prospects may have. Expect potential objections and have solid responses ready. Address these concerns proactively. Doing so will ease any doubts and increase your closing ratio and speed to close.
Real Estate Sales Coach Tip #2 – Always add value
It is essential to integrate various methods of communication with your prospects. This includes email, phone, text, messenger, video, and face-to-face meetings. Find the communication methods that works best for them. By using multiple channels, it helps to build trust and authority.
Always strive to add value to your prospects in each interaction. Provide helpful resources, such as industry-related articles, reports, and white papers. Find things that are relevant to them. We have some great ideas in our VIP Program. As a real estate sales coach, I’d encourage you to always offer to conduct an initial consultation. This is your opportunity to understand their current challenges and goals. It is also where you anchor in loyalty, offer valuable insights and solutions.
Establish a long-term relationship with your prospects. Elite agents establish client relationships that transcend transactions. As a real estate sales coach, I need to remind you to make sure to follow-up regularly. Over 80% of sales is made after repeated follow ups. Offer support and advice freely even if they are not ready to buy or sell yet. Be a valuable resource and a reliable partner. Your prospects will turn to you when they’re ready to do something. By taking the long view, they will trust your recommendations and advice.
Real Estate Sales Coach Tip #4 – Roadblocks are rarely permanent
Embrace the word “no” and perceive it as “no for now.” Listen to comprehend your customers’ rationale and concerns. Make note of what’s really behind the things they are saying. People often start with excuses then move to objections. Unskilled sales people often spend most of their time addressing the wrong problem.
It is essential to listen to your customers’ reasoning and concerns when they say no. Take the time to understand their perspective. After all, it’s the only perspective that matters. Address any objections or concerns they may have. This helps to build trust. As a fiduciary, their best interest is your best interest. When they see that, you can establish a long-term relationship with your prospects.
Always strive to understand the context of your prospects’ situations. This includes understanding their current challenges, goals and pain points. Once gaining insight into these areas tailor your solutions to align with their specific needs.
Real Estate Sales Coach Tip #5 – Drive depth not width
Take the time to comprehend your customers’ expectations. Plan systems to ensure that you deliver consistently. Your loyal clients will become advocates of your brand. They will become your raving fans. They will reuse you and drive referrals your way.
It is crucial to understand your customers’ expectations. This starts with understanding their goals, challenges. They need to know you are competent first and foremost. Secondly, they need to know what their client experience will be. By understanding their expectations, you can tailor your solutions. Aligning your service to their specific needs, to ensure that you over-deliver consistently.
Deliver on your promises. You can over deliver by managing expectations. If you promise 100 things and deliver 98, you failed. If you promise 50 and deliver 98, you are a superhero. Make sure that you consistently deliver high-quality service. Everything you do and say contributes, or detracts, from your personal brand.
Ensure everyone on your team provides excellent customer service. Make sure that your customers have a positive experience from start to finish. Respond to their questions promptly. Go the extra mile to deliver “wow” moments and ensure satisfaction.
Reward your loyal customers. Offer loyalty programs like the ones outlined in our Private Client program. Stay away from discounts and focus on value. Show your appreciation for their continued business and referrals with simple, token gifts.
Encourage your customers to share their positive experience with others. Ask for referrals and testimonials. Make sure to use them in your marketing materials.
Real Estate Sales Coach Tip #6 – Develop grit
Focus your attention on your goals, priorities, and the things that you need to stop doing. Take ownership of your growth and take charge of your performance. Grit is the single most important factor for success.
First, set clear and specific goals. Identify what you want to achieve and create an action plan to reach those goals. Be specific in the actions you will take, and the timeline you have set for yourself.
Second, Prioritize your goals. Identify which goals are most critical to your success. Schedule the time and focus your attention on achieving them first. Prioritizing your goals will help you to stay on track and avoid distractions.
Third, take ownership of your growth. Take responsibility for your own development. Be proactive in seeking out opportunities for growth. This can include seeking out new skills and taking on new challenges. Seek out mentorship from more experienced professionals or engage a real estate sales coach.
Fourth, take charge of your performance. Take control of your time, energy, and focus. Set boundaries. Eliminate distractions. Create a routine that supports your goals and priorities.
Fifth, stop doing the things that are holding you back. Identify activities or habits that are preventing you from reaching your goals. Then take steps to eliminate them. RE Luxe Leaders Private Clients have access to a lot of tools to assist in this process. Limit wasted time spent on social media. Cut out negative influences and let go of unrealistic expectations.
Take control of your sales success by understanding your prospects’ needs. Use your time with your customer to position your value, expertise, and solutions. Embrace the word “no” and consider it to mean “no for now.” Listen to understand your customers’ reasoning and concerns. Take the time to understand your customers’ expectations. Make sure that you over-deliver consistently. Your best customers will become advocates of your brand. Focus your attention on your goals, priorities, and the things that you need to stop doing. Take ownership of your growth and take charge of your performance. You have the power to achieve your goals and reach your full potential in sales!
A Parting Thought
We hope that the information provided is helpful in guiding you on your journey to building a thriving real estate business.
As luxury real estate broker consultants, real estate recruiting coaches, real estate business consultants, real estate sales coaches, and CEO consultants for real estate, we are confident that our resources, insights and strategies can help you achieve your goals.
Remember, success in the luxury real estate industry starts with knowledge and strategy, and we are here to provide you with both.
Here are some links to our more popular resources:
Downloads for your Real Estate Business
Luxe Real Estate Report and Forecasts
Tools for your Team or Brokerage
Follow the Ultimate Real Estate Sales Coach
For additional and real time insights, updates and news from our Founding and Managing Partner, Chris Pollinger, you can follow him on LinkedIn – Twitter – Facebook – Instagram
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