When I was a beginner real estate agent, I didn’t have very much sales knowledge. So, naturally, my performance was pretty dreadful in the first couple of months.
The initial period was disappointing and demoralising. Whenever I had a chance to meet up a potential client or conduct a viewing, I was not able to win over my ‘prospect’ or close the sale.
I knew that if I were to carry on doing what I was doing, I wouldn’t be able to achieve what I had set out to achieve. At the very best, I would only be able to scrap by and make a living. But that was definitely not my goal.
In order to improve my performance, I knew I had to do things differently. But I didn’t know how. So I thought the best way to learn would be to learn the ropes from the best in the industry.
So I began to find my way to get to know some of the top producers in my company and started asking them how they made it to the top. Of course, I bought them lunch in return for sharing with me their secrets.
Among the strategies and tactics that I’d learnt from these great people, ‘how to sell’ is a part of them.
Although I’m still not among the very top producers, but what I’d learnt from them have served me very well so far.
And today, I’m going to share with you some of the lessons that I’d learnt and successfully applied to dramatically improve my own sales performance.
1. Be There to Help
Contrary to popular belief, the number one priority of top producers is NOT to make a sale. Yes, you heard me right. Let me repeat that. Top producers’ number one priority is NOT to make a sale.
Then what’s their number one priority?
Their number one priority is to help their clients solve their needs with as little hassle to their clients as possible.
For example, some of the responsibilities of a real estate agent toward their clients include selling their properties at the highest possible price in the shortest possible time; or buying a property at the lowest possible price with the best possible terms.
Their belief is that, if they were able to help their clients solve their needs efficiently and effectively, money will only be a natural by-product. You won’t even need to think about it.
2. Be Sincere
A lot of real estate agents, or in fact, a lot of salespeople approach their customers as if they were a gold pot, trying to squeeze every drop of gold out of them without providing much value in return.
In contrast, top producers approach their clients with the attitude that these people are at a lost and that they need somebody there to help them find their way around.
Top producers feel a great sense of achievement when they have successfully helped their clients solve their needs or achieve a goal. They don’t feel a sense of achievement just because they have made a sale.
3. Understand Your Client’s Needs
Asking questions and paying a great deal of attention to your client’s replies is the ONLY way to crawl under your client’s skin.
Top producers spend a great amount of effort understanding their clients’ needs and wants in order to make the best recommendations and give the most appropriate advice.
Failing to do so, you’d never be able to provide real or much value to your clients; thus, you’ll never be able to retain them as your lifetime customers.
4. Continually Upgrade Your Knowledge
In order to make the best recommendations and give the best advice, top producers always seek to familiarise themselves with the market – the properties currently available, their recent transacted prices, a property’s strengths and weaknesses, etc.
Whenever they have no appointments or desk-bound work to be done, they do not sit around idling or go home for an afternoon nap. Ok… perhaps they do once in a while.
Nevertheless, they do spend a large number of hours studying the market by reading the latest news in the papers or trade publications, calling other agents to find out more information, or simply go around visiting the properties in their respective geographic territories.
On top of that, they’ll also update themselves on the latest government and industry rules and regulations so that they won’t get themselves into sticky situations and also to be adequate enough to offer their clients the most appropriate advice.
5. Set Yourself Apart From Your Competitors
Top real estate agents are different from the average salespeople who see their job as simply to complete a transaction.
They position themselves as consultants, advisers and friends. They see their clients’ interests to be bigger than anything else and differentiate themselves by being more concerned in fulfilling their clients’ needs and wants than in making a sale.
And in order to offer the best service to their clients, top producers also continually seek to improve on their selling skill and negotiation skill so that they are competent enough to secure the best deals for their clients.
Doing all these for their clients also help top producers accumulate massive testimonials, which they could use to further set themselves apart from their competitors.
Closing Thoughts
If you strive to win your prospects over and turn them into lifetime customers, you need to be sincere in helping them find the best possible solutions to solve their problems and fulfil their needs and wants.
Also, never allow yourself to be complacent and seek to continually improve yourself so as to differentiate yourself from your competition and be adequate enough to provide your customers the best service.
Cheers~
P.S. Are you experienced in sales? Do you have your own strategies and tactics in producing top sales results? Please share them in the comments sections.
If you enjoyed this article please vote for it on StumbleUpon, bookmark it on del.icio.us and Digg it. I’d appreciate it!
You can also have my latest articles sent to your email by subscribing to my blog via my RSS feed so that you won’t miss out on any of my articles. 
Related Posts You Should Read
Leave Your Comment on “How To Sell Like A Top Producer”
Leave a Comment