Selling the Forgotten Real Estate Skill #268

Elite Agents Real Estate Podcast with Debbie De Grote

Hello and welcome to Debbie's Daily Tips!

Today I wanted to talk a little bit about selling the forgotten real estate skill.

You may think that sounds strange, but the real estate industry doesn’t need to worry that we’re ever going to lose focus on the importance of technology, because we are obsessed with it!?

Every day of our careers we are reminded of such, thanks to the efforts, of Zillow, Realtor.com, Trulia, our real estate brokerages, our software companies, all which are dominating our conventions, extolling our contact management systems to us, the pervasive role of mobile ?devices in our lives.

Industry institutions like Ris Media and others make ensure that we remain on the cutting edge by providing? us with both web and mobile content, as well as guidance on its importance and application.

So this ever emerging trend, without question, has diminished the once revered emphasis on the second oldest profession (please forgive me) the second oldest profession: selling. That's right SELLING!

I remember when I began selling real estate, it’s a long time ago, almost on a daily basis ?I was encouraged to work on my sales skills. I grew up in the business believing that selling was/is an art.

Over the years I’ve continued my quest to study, drill, practice and rehearse to perfect my sales skills. I always feel that there is a next level of mastery that we can achieve. Yet most salespeople often stop at just good enough to get by.

?In coaching our clients to their next level of mastery we focus not only on the nuts and bolts, the scripts and objection handlers, we also dive into areas like:

1. ?The science of persuasion
2. ?The difference between hard and soft sell
3. ?Neuro-linguistic programming...that was developed in the 1970's
4. ?How to persuade with the power of questions?
5. ?How to ?strategically lead generate?
6. How to set themselves apart as the clear choice in the mind of the prospect as the wise authority and market expert
7. How to be consumer centric in their marketing and how to get that right approach that will create the results they need and deserve

Now please do not misunderstand me, at Excelleum I have invested a small fortune in developing for my coaching clients, leading social media strategies, ?marketing strategies and materials?, auto dialers, texting platforms and all of the latest and greatest tools that can help them work smarter and faster.

?Now because my husband and daughter are full time real estate agents I actually get to use them as guinea pigs and try it all out on them first!?

However, ? as a coach who has likely conducted more coaching calls with elite agents across North America (over 70,000) I will never stop reminding them that they need to be a salesperson first and a tech wizard second! ?

One of the reasons I got into real estate sales, is I read in a magazine that there were more millionaire sales people than doctors and lawyers combined.

But no one is going to be a million dollar a year sales person or a hundred thousand dollar a year sales person if they don’t go beyond being engulfed and sucked in by technology alone.

I want you to love and embrace selling. After all, we’re not selling ?widgets, trinkets or something ? nobody wants, we are selling the greatest product in the wor?ld.

?When you believe in what you do, when you are passionate about helping others and you’re focused on helping them achieve their goals, your high caliber sales skills will simply help you move them forward faster and with less stress for them.

Here’s a favorite affirmation I made up for our terrific coaching clients: “My job as a great salesperson is to help my customers overcome their fear and hesitation to achieve the goals that they have set."

As I believe Zig Ziglar used to say, "You have to go out and see the people!"

Alright, have a great day! Go practice the art of selling. If you need some help, if you’re ready to go the next level, contact us, www.business trageycall.com. We’ll get you booked to talked to one of my great coaches and feel free to reach out to me via email, anytime, [e-mail]

Have a great day, I’ll talk to you soon!