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Effective Real Estate Sales Techniques
By Linda Huff | July 28, 2008
Per Bob Schultz sales training techniques, salespeople need only engage in four types of activities to get and close real estate sales and make money for themselves and their home-seller or home-builder.
- Make a face-to-face presentation to someone who walks through the door of the sales or model home center and wants information. This is the highest and best use of a salesperson’s time and talent.
- Follow-up with people who have visited once to get them back for a face-to-face again. If a sale is not obtained on the first visit, the probability of a sale increases dramatically on the second visit.
- Ask for referrals from other Realtors, buyers…everyone!
- Other activities such as talking to the Mortgage Company, completing paperwork, holding the hands of the customers who have already bought. “Busywork”.
When Bob Schultz questioned salespeople, except for busy “weekends and Open Houses”, thousands of salespeople responded that they participated in #4 most often. Statistically, sales increase in direct proportion to the number of people that a salesperson takes to a home or homesite. For more tips on how to increase your new home sales, visit NewHomeSpecialist.com
The Home Source Realtors specializes in new home sales and implements many of the New Home Specialist techniques when representing their builder clients and home sellers in the Atlanta Area including Fayette County (Peachtree City, Fayetteville, Tyrone, Brooks), Coweta County (including Newnan, Sharpsburg, Senoia) and surrounding areas.
Topics: General Real Estate, New Homes | No Comments »
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