"Building Happier Entrepreneur Salespeople"

Real Estate Sales Training - Mark Holland

Success Tips..

“Don’t open a business unless you know how to smile”, says an old Jewish proverb, and that advice applies to everyone in your business. The fastest, cheapest, and best way to market your service is through you and your office. Every employee should know that every act is a marketing act upon which your success depends. Review every step – from how you answer the phone, to the message on the bottom of your letter – and ask what you could do differently to attract and keep more customers. Every act is a marketing act. Make every Sales Entrepreneur a marketing person. Extract from “Selling the Invisible” by Harry Beckwith

“Every ACT is a Marketing ACT”

Start with Yourself...

Volume 1, Issue 1

Never Say these things...

If you want to be a cut above the rest in Entrepreneur Sales, consider this list of “things Never to say”.

 

“They didn’t get back to me” Or, “They are getting back to me”.

Both are equally disastrous. Expecting someone to get back to you stops the action. Take the initiative.

“I thought someone else was taking care of that.”

Excuses indicate a roadblock to action. Always ask questions to keep things moving.

“No one ever told me”.

This statement gives a very clear picture about the way you work. You operate in a tunnel, oblivious to everything that is going on around you.

“I didn’t have time.” And don’t bother with “I was too busy”, either.

If you find yourself saying things like this, you are writing your Sales obituary.

“I didn’t think to ask about that.”

An inability to see down the road may indicate that you lack the ability to understand and grasp relationships.

Expecting someone to get back to you stops the action.  Take the initiative.

People always agree and nod their heads with that “you’re so right” look, whenever I talk about the importance of Phone answering.

 

It’s like “excellence in customer service” – everyone agrees, but very few practice it. 

If you have a great phone manner and you get good positive feed back from clients– you deserve to be Congratulated!  Well done and keep it up!

 

Each month I speak to hundreds of Salespeople over the phone and I am constantly amazed at the percentage of people who are cold, flat and outright rude when answering the phone! Every call is potentially a business opportunity – a new client, an existing client, whatever – your phone is one of your most valuable marketing tools – learn to use it properly and train yourself and your family. Smile before answering, speak clearly and in a friendly professional manner.

Remember……

 “Attitudes are contagious…Is yours worth catching?”

Telephone Manners...

The only measure for success is performance.

Whatever the roadblocks, it’s your job to remove them.

If not, you’ll be perceived as one of them.

Questions or comments? E-mail us at info@e-salestraining.com or call 1300 556 138.

Mark Holland - P.O. Box 3758, Robina TC, Queensland 4230

Real Estate Sales Training - Mark Holland

The Secret to Making Money in Real Estate

There is a simple approach that generates more listings and it is a three step process.

1. Identify what your client wants

2. Make it easy for them to get it

3. Capture their attention, business and ultimately their commitment to you.

It may all sound so simple and elementary (which it is), but let me explain.

What is it that attracts most people to certain advertisements and not others?  Most likely it is the absence of pressure, getting something for FREE and gaining valuable information.  This is the same with your listing possibilities.  They will contact you in droves if you offer them information they desperately want and need and you make it easy and pressure free for them to get that information.

Offer listing possibilities valuable information, entice them to call you with no pressure and you have your lead.

What is a sellers main concern…”How is the agent going to advertise my property?”  so with this information where is the seller going to look to see how agents advertise a property?  Wouldn’t it be the most simplest, easiest, and convenient place they may look?  The local Real Estate Property Buyers Guide.  They take it home, unload their stuff, then flop on the couch and start flipping through the Real Estate Buyer Guide.

What are they doing?... Looking to see how agents are advertising other properties.  You need to make your advertisements stand out from the crowd.  This is what your future clients are looking for the Marketing Edge over everyone else… Click for more information about break through Ideas and strategies