by Real Estate Coach Judy LaDeur
I recently heard that real estate sales is a 93/7 industry. That means that 7% of the agents are earning 93% of the money! I found that amazing! Why are such a small % of agents earning so much more that the majority of agents? To find the answer, we did some research and found that successful agents have several common traits. Successful agents are:
1. Passionate: Successful agents are passionate about their company, the opportunities within their organization and passionate about the business. When your presentation is passionate, the person you are talking to knows that you believe in your company and are sincere about what you have to offer. Of course, there is a difference between being passionate, or trying to sell your services. No one wants to be sold. But the more you believe in what you have to offer, the more successful you will be in sales.
2. Great listeners / Attentive: The #1 key to success is to be a great listener. With buyers as well as sellers, from the moment you begin asking questions, you will learn what they want and what is important to them. Successful agents have good eye contact and keep their attention focused on the client. When you take the time to understand their concerns, past experiences and expectations, your job is much easier!
3. Patient: This one is tricky. By nature, great salespeople are not patient at all! But, great salespeople know that it is a process. It is all about the timing and being there when the time is right for them to make a move. So, a very important trait that we see in successful agents is that they have consistent marketing campaigns, designed to keep their clients informed and educated, and to stay in touch until the time is right. It takes patience and marketing, but it’s exciting to be positioned when they are ready.
4. Competitive: Successful agents hate to lose. This is a great trait. It means that they prepare properly for the appointment and fine tune their skills whenever the opportunity presents itself. If they don’t sign the prospect the first time they meet with them, they continue to follow up until they can get back in front of them again, but they don’t give up! This is where patience comes into play again.
5. Caring Nature: Successful agents truly care about others. This is a character trait that you cannot fake. When you care about what others care about, it shows. I often say that even though it is tough…the best agents are always honest about what it will take, even if it means they don’t select that agent. You cannot be all things to all people, but you will have more success and less stress when your goal is to “help others make the right decision for them”. In most cases, that will be you!
6. Strong People Skills: This is a relationship business. To be a great salesperson, you have to like people, and they need to like you too. Strong people skills come into play in several areas. It means having a strong relationship with the people in your client data base, as well as those in your office and your community. The best agents prefer doing business with and selling the listings of the other great agents in the market.
7. Good Problem Solvers: Tenacity is a word that comes to mind. It is not always easy to get the sale closed, or to secure the financing that your buyer needs, but a great salesperson knows who to call and where to go to get the job done. They do not look at objections as objections, but rather as challenges that have a solution, and they look for it!
On a scale of 1-10, with 10 being outstanding, rate yourself in each category. If you have a total of less than 55, look at the areas that you can improve in 2015 and create some actions steps to make next year your best year ever!
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