The Importance Of Bassic Sales Skills For The New Realtor

The Importance Of Bassic Sales Skills For The New Realtor

Author: Susan Adams

I read an article recently that stated over 85% of new real estate agents have no sales experience or formal sales training. I would guess the other 15% have some retail sales experience, but never received the type of sales training to allow you to become successful quickly. Apparently, real estate associations do little to provide sales training for new agents.

However, your income depends on sales. In fact, this same article mentioned that most new real estate agents have income expectations of around $60,000. I find myself wondering how anyone expects to succeed in a sales position without any sales training. I spent 21 years in sales, and during that time the companies I worked for spent over $100,000 in sales training. They knew the value of understanding how to sell.

If you're asking potential customers to pay you a 3-4% commission, you certainly better learn how to create value for yourself. For me to pay a realtor thousands of dollars, I better feel that I'm getting something for that money. I used to sell fractional ownership of Learjets, and I can tell you a realtor would make more for selling my home than I made selling a $1,000,000 of airplane. My expectations for realtor performance are high.

Granted, most of your potential customers don't bring that experience to the table. But they do expect you to earn your commission. You can't do that if you don't have some sales skills. It's sales skills that allow you to create value for yourself and the service you provide.

There are a few skills that will be a must for your future success:

1. Create value for your services.
2. Understand how to effectively prospect in your territory.
3. Know how to sell features and benefits.
4. Learn how to qualify prospects the first time you talk to them.
5. Know how to recognize the 'tire kickers'.

If you're new to real estate sales, these sales tips should help you get to your income goals a little quicker. It's 'knowing what you don't know' that will help you succeed.

Copyright 2006 Susan Adams www.susanadamshome.com

About the Author
Former Learjet Sales Star, Susan Adams, has sold products and services for some of the world's most respected companies.....General Electric, Pitney Bowes and Bombardier Aerospace.

She takes a 'real world' approach to all sales topics. 'Successful sales people are experts at having conversations with customers. If you can empathize with people, create an environment of trust and really listen to their concerns, you'll be a top sales performer.'