It’s going to be tough on the newer agents going forward.
The commission lawsuit stuff isn’t the big concern. Sales are likely to keep dropping, and at the same time the better agents are picking up market share. There aren’t enough sales to go around for every realtor to pick up an occasional sale, let alone make a living.
If you’re an agent and you find yourself saying to prospects, “Let me know if you have any questions”, then there are things you can do to up your game.
The best thing you can do is immerse yourself in the Dale Carnegie Sales Course. I completed it early on, and it made all the difference.
Embrace your only job, which is to say the right things, the right way, at the right time.
It never fails when I’m doing open house, and I’m talking it up with attendees.
When I ask them, “Would you like to buy it”, it gets a chuckle every time because they have never heard that before at an open house. We are supposed to be professional sales people, yet consumers have never heard an agent ask them if they want to take action.
If you catch yourself wanting to say, “Let me know if you have any questions”, just know you need to be more creative. Try out my two favorite open-house questions, and use them early on, not once they have seen the house and are heading for the door:
- Have you been looking around much lately?
- Have you seen anything you liked?
Their answers to those questions will send you down a natural path of other questions that reveal where they are in the process.
If they say, “Oh, we’re just neighbors”, that’s fine.
Resist the urge to hit them with, “Are you thinking of selling?”
A consultant would say, “Have you thought about moving?
Every homeowner has thought about selling, and getting their hands on the money they have tied up in the home’s equity. But when they think about moving, it thrusts them into the Big Three: Going through all the stuff, fixing up the house, and where to go.
Listen carefully to their response, and then say, “If you could get assistance with all three of those things, would it be helpful?”
Come work with us – I’ll teach you the ropes.
Time to flush the stools. Swoosh. Go back to a hourly job rookies.