Preparation, The Cure For The Rejection Problem

     I posted an article on Active Rain recently encouraging rookie Realtors to hold an open house as a method of finding prospects.  I received a comment from a new agent expressing her reluctance to follow up with the hot prospects that she met at her open house due to her fear of rejection.

     Something that rookie Realtors need to know is that most sales trainers have forgotten how bad rejection feels.  Rejection is painful.  You can minimize rejection with preparation.

Climer School of Real Estate also has sales training

     Plan the  questions that you plan to ask prospects when you call.  Don't shoot from the hip.  Ask questions that can not be answered with a no.  "If I found the home of your dreams available for sale at a price you could afford, would you want me to contact you or just keep it a secret?"  "How would you want me to contact you?"

     "What features would you want in that dream home?"
     "What school district would you want it to be in?"
     "How far are you willing to travel to work?"
     "Where do you work?"
      "How long have you been looking for a new home?"
      "Have you seen a house that you wish you had bought?"
      "Why did you not buy it when you saw it?"
      "What are you doing about selling your old home?"
      "What is your favorite way to look at real estate?"
      "What do you enjoy most about the house looking process?"
      "Is the neighborhood important to you?"
       "What is your favorite neighborhood?"
      "What do like most about XYZ Estates?"
       "Do you plan to pay cash or do you need to arrange financing ?"
       " If I knew the best mortgage guy in town would you want me to put you in touch with him or would you rather just hope you find a good one on your own?"
      "How many bedrooms do you need?"
      "Do you like a big yard or a little yard?"

     Write out twenty or thirty questions similar to these.  Have them in front of you when you call a prospect.  Don't try to think up questions when you are under pressure.  Sit down calmly in the training room with your peers and write up a list of questions that anyone could ask almost any prospect.  It won't be long until you don't need the list.  You will have these questions written on your brain.  Until then, write and use a list.  Call a prospect today.  If we can help, contact Andy Brown at www.climerrealestateschool.com

Andy Brown is one of the best Real Estate Sales Trainers in all of Central Florida and Orlando. Contact him anytime at Andy@ClimerRealEstateSchool.com

https://www.youtube.com/watch?v=CRK5TZqtrxc   For more help with questions, watch this video.

Five Big Mistakes Rookie Realtors Want To Avoid.

     You have just passed your Florida real estate exam.  You have already interviewed with several real estate companies.  You have chosen the one that suits you best.  Here is a link if you have not done that yet.  http://ezinearticles.com/?Your-First-Real-Estate-Office,-A-Dozen-Questions-for-Your-First-Interview&id=6149977

     You are off to a good start.  Starting a career in real estate is dangerous.  You can make one or two mistakes and, depending on your cash flow situation, these mistakes can put you out of business.  Let's avoid the obvious mistakes.

     Do not create overhead, cash flow in the wrong direction.  We need cash coming in.  We don't need cash going out.  This is true with any new business.  You don't need a new car with payments.  You don't need a new wardrobe bought on a credit card.  You don't need anything that creates overhead.  You need income  Concentrate on making money come in the front door.  Income.

     The second big mistake that rookie Realtors make is they talk waaaaaaaaay too much.  Here is a three word sales training seminar for all new Realtors.  Shut your mouth.  Let the customer talk.  Let the customer tell you what he likes.  Let the customer tell you what he thinks.  Let the customer tell you why the house is super cool or not so cool.  If you can learn to fill the room with silence, you discover that silence won't last long.  Your customer will start talking and talking and talking.  he will talk your head off.  He will tell you everything about him.  He will tell you things he has never told anyone if will only shut your mouth and give him a chance.

     The more you know about him, the more likely you are to sell him.  The more he talks, the more you know about him and his problems and his frustrations and his his desires and his family and his goals and his finances.  Let the customers talk.  The customer can not be talking if you are talking.  Shut you mouth and let the customer talk.

     Which brings us to the third big mistake.  Early in your sales career, you must learn to ask questions.  If you just can not control the urge to talk, ask a question.  Learn to answer questions with questions.  This is a simple premise.  WOW!  Is it hard to learn?  Yes, it is.  Once you have learned to do this, your fortune is made.

     Questions are the magic elixir of salesmanship.  Ask people about their old house.  Ask them about their hobbies.  Don't tell them about yours.  Ask them about theirs dreams and frustrations.  Ask them how they know what they know.  If they say,"Most people offer less than asking price.".  Ask them how they know that.  Ask them what they liked about the house we just looked at.  Ask them what they hated about the house we just looked at.  Ask.Ask. Ask.  Anything you can say in the form of a statement, you can say in the form of a question.  If you can say,"This is beautiful weather.", you can say,"What do think of this weather?".  If you can say,"This is a fabulous neighborhood.", you could say,"What do you think of this neighborhood?".

     Questions are critical.  The sooner you form the habit of asking questions,  the sooner you will start earning big money in selling.  If you can not think of  any questions to ask,  write some down.  Put a list of questions to ask on the back page of your notepad.  If the room falls silent and you just cannot stand it,  turn to this back page and read," Mr. Seller, where do kids go to school  in this neighborhood?".  "How is that school?"  "Do you think the school is an asset or a liability?"  "Did your kids go to that school?"  "How far away is the school?"  "Can the kids walk to school or is there a bus?"

     If you need more help with questions, here is a link.  https://www.youtube.com/watch?v=CRK5TZqtrxc

     The next big mistake that rookie Realtors make is to spend lots of time on unimportant stuff and a little bit of time on important stuff.  http://ronclimer.blogspot.com/2014/05/rookie-realtor-pay-attention-to-what-is.html  You must spend your time ( you only have a finite amount ) doing things that will lead you to  your next listing or sale.  Don't fall in the running errands trap or the get organized trap or the dozen of other time wasting traps that are not going to put some food on the table today.  Do stuff that will turn into money now.

     The fifth thing that rookie Realtors need to improve is to ask for the order.  This is a trite expression in selling.  It is critically important.  many rookie Realtors do an excellent listing presentation but at the end of the presentation, they don't ask," Are you sold yet or do I need to keep talking?".  It is vitally important when it is time to close, you close. Ask them to put their name on the contract.  Ask them to buy.  Most rookie Realtors do not do this .  If you don't ask them to decide, they won't decide.


      Do yourself a favor.  Avoid these rookie mistakes as early in your career as possible.  Keep your overhead low.  Shut your mouth.  Ask lots of questions.  Spend your time doing important stuff.  Always, ask for the order.  www.climerrealestateschool.com

    

Can You Get Real Good Real Fast?

     Yes you can get really good, really fast.  It is amazing how quickly you can improve sales skills once you are aware that you need to and you start working at it.

     Answering questions with a question is a skill that I teach in my 45 hour post license class at Climer School of Real Estate.  This is a pretty basic skill in salesmanship.  A lot of my students have never heard of this before.  This is a essential skill to learn.  I encourage my students to start practicing this all the time, not just when you are with customers. 

     When their fellow student asks,"Where shall we go to lunch today?".  They reply" We could go to Nick's Diner or we could go to The Wing House.  Which do you prefer?"  Ending with a question has multiple benefits.  If nothing else, it keeps the conversation going. The other party has to respond.

     I encourage them to ask more questions when they are showing houses to buyers.  Ask them questions and learn about them. Ask them questions about their hobbies.  Ask them questions about their kid's hobbies.  Ask them questions about their old house in Chicago.  Ask them questions about their new job.  Ask them questions about everything.  Keep asking questions. 

     The natural next step would be to learn to answer questions with a questions.  When they ask questions like,"Are there lots of kids in the neighborhood?", you can reply "Are you familar with the fair housing act of 1968?"


     When they ask, "Will the sellers take less?".  You can reply," How much did you want to offer?"  When they ask you, "Will the sellers hold a mortgage?", you can reply,"How much did you want to put down?".  When they ask,"Will the sellers leave the swing set?", you can reply "Did you want me to put that in  the contract offer?". 

     You don't have to always answer a question with a question.  It is OK to answer their question and add a question.  Such as:  They ask," What is the price of that house at 123 Main street?".  You reply,"It is 295,000 dollars.  Is that a comfortable price for you?"   They ask,"Is that house in the XYZ school district?"  You reply,"Yes, it is.  How many children do you have?"

     Start practicing asking questions and start answering questions with a question.  The next time someone asks you," Where should I go to real estate school to get my Florida real estate license?" You can respond with a question,"Did you want to go to the best real estate school in Orlando?  Have you been to Climer School of Real Estate's website at www.climerrealestateschool.com ?"