Beat goals, achieve results, achieve success, in short: sell more. This seems to be the main challenge of most real estate brokers.
Many start the day thinking of a formula for this to happen quickly and effectively.
So I've separated five simple but essential tips for you to thrive in your career.
They will have you review your sales concepts to make the best decisions.
Read carefully, interpret, and, before you find that you can not change your results (believe me, you will be tempted to stay in your comfort zone), think about it.
Catching on new behaviors is not easy, but it's a vital attitude to the success that you both crave.
Let's break the rules, so get ready, it's creepy!
1. Build a rich agenda
Set your focus. One of the great mistakes of the brokers is to want to do everything at the same time and end up doing very little or almost nothing, precisely because it does not have a defined objective. Identify your priority and work on it.
To practice this tip is to be closer to wealth because nowadays, wealth is having time and not just having money.
And this can only be achieved with good planning.
2. Manage the customer
Never, I said ever, leave the decision to return to the customer. I say this for two simple reasons. The first is that you, realtor, are going to die early (laughs).
Joking aside, I lost some hair waiting for the customer to return and this anxiety would kill me, that is, I would end my motivation, my hope, my conviction that I had done a good job.
The second reason is even simpler: the client does not return.
The successful broker understands this relationship, so it is always proactive in the sense of leaving the next meeting, call or visit scheduled, as the initiative must be the broker.
Want to see how this works out in practice?
Situation 1
Broker: - Mr. Marcos, then, I'll call you tomorrow at 3:00 p.m.
Situation 2
Broker: - Mr. Marcos, I await your call tomorrow.
In which of the situations do you believe that the service will have better conditions for continuity? Do you see the difference in attitude between a proactive broker and a broker who leaves responsibility for the client?
3. Be interesting and not self-interested
People do not want to buy from sellers, in the sense of a pure business relationship. In the real estate market, in a special way, customers want to buy with friends, because what is at stake is something greater than a simple sale.
Therefore, trust must be generated. Want to know how?
I answer: generating a relationship. Common brokers just want to sell and that's it.
Successful brokers, on the other hand, engage with customers' real desires, show a real interest in providing the most suitable real estate solution, and the sale, in this case, becomes a consequence of a well-established relationship.
4. Listen more and talk less
Although it sounds like a simple phrase, I say that this tip is one of the most challenging to put into practice in a negotiation.
Unfortunately, it is still very present the thought that good broker is one who talks a lot to delight the client, thus showing all his knowledge.
However, I am convinced that to delight the customer, most of the time, is to be silent, truly listening to their ideas and not their words, extracting from this process the information essential to identify the customer's real motivation to purchase the most suitable property for this need.
broker-real estate-culture-passion-sale5. Cultivate a Conscious Passion
Those who accompany me know how passionate I am about the real estate market, but to believe that only this passion will make me a successful professional is a great mistake.
The successful professional must understand well the subtlety implied in this relationship.
Therefore, this passion must impel us, it paves our way, but we must always remember that this feeling must be accompanied by the awareness that it is necessary to have attitude and be very good at what you propose to do.
Thus, a champion broker associates his passion with the commitment to do the best in the daily challenge of understanding to surprise the client.
Passion without attitude is just a feeling. The passion with attitude is the differential that will allow us to achieve our results.
Practice these tips. Do not be afraid to dare. Cultivate enthusiasm in your attitudes and believe always.
Many start the day thinking of a formula for this to happen quickly and effectively.
So I've separated five simple but essential tips for you to thrive in your career.
They will have you review your sales concepts to make the best decisions.
Read carefully, interpret, and, before you find that you can not change your results (believe me, you will be tempted to stay in your comfort zone), think about it.
Catching on new behaviors is not easy, but it's a vital attitude to the success that you both crave.
Let's break the rules, so get ready, it's creepy!
1. Build a rich agenda
Set your focus. One of the great mistakes of the brokers is to want to do everything at the same time and end up doing very little or almost nothing, precisely because it does not have a defined objective. Identify your priority and work on it.
To practice this tip is to be closer to wealth because nowadays, wealth is having time and not just having money.
And this can only be achieved with good planning.
2. Manage the customer
Never, I said ever, leave the decision to return to the customer. I say this for two simple reasons. The first is that you, realtor, are going to die early (laughs).
Joking aside, I lost some hair waiting for the customer to return and this anxiety would kill me, that is, I would end my motivation, my hope, my conviction that I had done a good job.
The second reason is even simpler: the client does not return.
The successful broker understands this relationship, so it is always proactive in the sense of leaving the next meeting, call or visit scheduled, as the initiative must be the broker.
Want to see how this works out in practice?
Situation 1
Broker: - Mr. Marcos, then, I'll call you tomorrow at 3:00 p.m.
Situation 2
Broker: - Mr. Marcos, I await your call tomorrow.
In which of the situations do you believe that the service will have better conditions for continuity? Do you see the difference in attitude between a proactive broker and a broker who leaves responsibility for the client?
3. Be interesting and not self-interested
People do not want to buy from sellers, in the sense of a pure business relationship. In the real estate market, in a special way, customers want to buy with friends, because what is at stake is something greater than a simple sale.
Therefore, trust must be generated. Want to know how?
I answer: generating a relationship. Common brokers just want to sell and that's it.
Successful brokers, on the other hand, engage with customers' real desires, show a real interest in providing the most suitable real estate solution, and the sale, in this case, becomes a consequence of a well-established relationship.
4. Listen more and talk less
Although it sounds like a simple phrase, I say that this tip is one of the most challenging to put into practice in a negotiation.
Unfortunately, it is still very present the thought that good broker is one who talks a lot to delight the client, thus showing all his knowledge.
However, I am convinced that to delight the customer, most of the time, is to be silent, truly listening to their ideas and not their words, extracting from this process the information essential to identify the customer's real motivation to purchase the most suitable property for this need.
broker-real estate-culture-passion-sale5. Cultivate a Conscious Passion
Those who accompany me know how passionate I am about the real estate market, but to believe that only this passion will make me a successful professional is a great mistake.
The successful professional must understand well the subtlety implied in this relationship.
Therefore, this passion must impel us, it paves our way, but we must always remember that this feeling must be accompanied by the awareness that it is necessary to have attitude and be very good at what you propose to do.
Thus, a champion broker associates his passion with the commitment to do the best in the daily challenge of understanding to surprise the client.
Passion without attitude is just a feeling. The passion with attitude is the differential that will allow us to achieve our results.
Practice these tips. Do not be afraid to dare. Cultivate enthusiasm in your attitudes and believe always.
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