How To Increase Sales In Real Estate – A Step By Step Guide
If you’re a Real Estate Agent, Realtor, or Real Estate Broker, then you’ve come to the right place. In this article, we’re going to share with you the step guide on how to increase sales in real estate.
We’ve broken this guide down into two phases; first is the prospecting, and second is the face to face conversation to help you win the sale.
Learn more: How To Stop Winging It, And Learn Exactly How To Close Consistent Sales With Ease
How To Increase Sales In Real Estate
How To Increase Sales In Real Estate #1 – Prospecting
If you want to learn how to win more sales in real estate, you need to have a strategy in place for you and your properties to be found.
Below is a small list of things you can do to increase your brand awareness:
- Offer virtual tours of your properties
- Organise a Facebook Live video on your Facebook page of the property
- If you’re selling multiple properties or a development, consider using a webinar
- Email your existing clients, for property investment potential and opportunity
- Be present on the right Real Estate portals in your city
- Partner with local businesses
- Use mailers
- Create an inbound marketing machine
An inbound marketing machine is a system you put in place to generate leads on autopilot once you’ve set up your advertising systems. This is also known as a sales funnel.
This consists of a landing page, ads such as Google or Facebook Ads, an email sequence and a contact form, or area in which they can contact you or vice versa.
To learn how to put together your own inbound marketing machine, click the link here to learn more.
Implementing each of these areas, will certainly help you increase sales in real estate.
However we now need to touch on the more important part – which is closing the sale in person or on the phone.
Related: Two Types of Sales Prospecting Methods For More Sales
How To Increase Sales In Real Estate #2 – Your Sales Process
Most Real Estate Agents or Realtors get this part wrong.
What is very common, is the Realtor will visit a few homes, present and demonstrate the features and benefits of the homes, and then let the potential clients know to call them if they have any questions, or are in fact interested.
This model is outdated, because your potential client has access to literally hundreds of Realtors in your area due to the internet and other examples we mentioned previously in prospecting.
It also positions you as just another commodity.
Instead, I want to show you a better method which has dramatically increased our Students sales who are in the Real Estate game.
How To Increase Your Sales In Real Estate #3 – The Right Process!
The right process is a step by step system you can replicate, which positions you as a Specialist and increases your sales.
Following this process gives both you and your potential client certainty, as it helps you know what step you’re going through in the process, and helps them know that they’re with someone who genuinely cares about their needs.
We’ve created a detailed article to give the exact step by step methodology you should be using right here.
Learn Who The Decision Makers Are
As mentioned, most Realtors and Agents present their homes, without going through a key number of details prior.
The first detail, is ensuring you have the decision makers present.
If the person buying the property isn’t available, find out why – and what you can do to get in front of the people buying the property.
You don’t want to be spending much needed time with a person who isn’t in fact making the decision to buy the property, because this person will relay what they’ve learnt from you – meaning they’ll be getting second hand information.
Not to mention, you’re now leaving someone to do your selling for you!
Instead, get in front of the decision makers.
Don’t Prematurely Present
As per my article here in Entrepreneur Magazine, you don’t want to do something I call premature presentation.
This is when you start pitching your product before you’ve earned the right to.
Prior to being able to pitch your property, you need to learn exactly what it is they’re looking for, and more importantly why.
Why are they looking for a property in a specific location?
Are they wanting to buy a bigger home or smaller – why?
Do they want something closer to work? Again, we ask why?
One of the fatal mistakes Realtors make, is they assume why a person wants to buy a property.
Instead, you want to be asking open ended, power questions to dive deep in regards to the meaning behind what they want to achieve with this property.
People buy meaning, and not the house itself.
What will it mean when they own?
The 5% Sales Blueprint is a step by step sales process, designed to help you win more sales and make a bigger impact. Many of our Students are Realtors, and they’ve had absolute massive success after investing in the program.
Considering just one sale can give you return on investment – it’s a no brainer to want to learn more.
To do so, simply click here for more information.