As a real estate agent, you know that you need to be a good salesperson to close deals. The problem that most people encounter is that they don’t know the best way to balance the two sides of selling something and developing a relationship with their clients. Too much focus on sales can drive potential clients away very quickly. With that in mind, we’ll share our top four sales tips to help you improve your real estate business.
At Continuing Education for Licensing, Inc. (CELI), we have more than 20 years in the professional education business, which means that we know what you need to earn your real estate license. Whether you are brand new to the field of real estate or are interested in renewing your license, we can help. Contact us today to learn more about the real estate licensing classes we offer.
1. Focus on Making a Difference
When it comes down to it, people aren’t really interested in what you’re selling — they’re interested in whether or not you can help them achieve their goals. While you may have sold the most homes in a given time period, helped the most clients close the quickest, and more, none of that truly matters to your next clients. Your accomplishments are just that — yours. You should be proud of them, but be careful not to let them get in the way of focusing on making a difference in the lives of your current clients.
2. Slow Down to Increase Sales
Most people don’t like to be rushed into making a decision, and if your clients feel that you are trying to hurry them through the process of buying a home, then you might discover that they are digging their heels in and throwing out obstacles and objections. It’s not that they no longer want to find a house, they just don’t want you pushing them to do it. The key is that when your clients feel heard and taken care of, they’ll be willing to move along with the process more quickly.
3. Focus on What Your Customer Hears
What you say is not important; it’s what your customer hears. You may have the best offer for your clients, you may sound convincing, but if what you’re selling isn’t what they’re interested in, then you’re not going to close the deal. Instead of focusing on what you’re saying, take time to find out what their goals and interests are. The more you engage with your clients, the better you will be able to serve their needs and, ultimately, yours.
4. Offer Solutions
When you are looking for new clients, it’s important to make sure that you are offering solutions. Don’t focus so much on why you are a better real estate agent than your competitors, don’t hype all of the benefits they will get from working with you. Listen to their goals, desires, and potential challenges in the way of their goals. Once you have this information, offer solutions that will help them to achieve their goals in spite of the challenges. If you can do this, your actions will set you apart from your competitors.
You want to succeed as a real estate agent, and we want to help you. At CELI, we offer the array of courses and tests that you will need in order to obtain your real estate license. Contact us today for more information on our course offerings, and register for the classes you need.