| "> | | | | selling my home than I made selling a $1,000,000 |
| I read an article recently that stated over 85% | | | | of airplane. My expectations for realtor |
| of new real estate agents have no sales | | | | performance are high. |
| experience or formal sales training. I would guess | | | | Granted, most of your potential customers |
| the other 15% have some retail sales experience, | | | | don’t bring that experience to the table. |
| but never received the type of sales training to | | | | But they do expect you to earn your commission. |
| allow you to become successful quickly. | | | | You can’t do that if you don’t have |
| Apparently, real estate associations do little to | | | | some sales skills. It’s sales skills that allow |
| provide sales training for new agents. | | | | you to create value for yourself and the service |
| However, your income depends on sales. In fact, | | | | you provide. |
| this same article mentioned that most new real | | | | There are a few skills that will be a must for your |
| estate agents have income expectations of | | | | future success: |
| around $60,000. I find myself wondering how | | | | 1. Create value for your services. |
| anyone expects to succeed in a sales position | | | | 2. Understand how to effectively prospect in your |
| without any sales training. I spent 21 years in | | | | territory. |
| sales, and during that time the companies I | | | | 3. Know how to sell features and benefits. |
| worked for spent over $100,000 in sales training. | | | | 4. Learn how to qualify prospects the first time |
| They knew the value of understanding how to | | | | you talk to them. |
| sell. | | | | 5. Know how to recognize the ‘tire |
| If you’re asking potential customers to pay | | | | kickers’. |
| you a 3-4% commission, you certainly better | | | | If you’re new to real estate sales, these |
| learn how to create value for yourself. For me to | | | | sales tips should help you get to your income |
| pay a realtor thousands of dollars, I better feel | | | | goals a little quicker. It’s ‘knowing |
| that I’m getting something for that money. | | | | what you don’t know’ that will help |
| I used to sell fractional ownership of Learjets, and | | | | you succeed. |
| I can tell you a realtor would make more for | | | | |