Real Estate Agent training is mandatory. A career in sales offers the ability to control one's income. After learning the laws and protocol involved in the real estate sales process, basic sales training is important. Does your real estate course include how to cold call? Probably not. Cold calling has a sneaky way of derailing sales careers. Don't let sales calls get the best of you!
Cold Calls can be a beast that undermines your success if you have call resistance. Call reluctance is characterized by anxiety related to making calls to strangers. Sales calls are part of life for successful Realtors. Most sales professionals encounter call resistance during their career.
If you find yourself avoiding sales calls, that's a symptom. Real estate training may not address how to cold call but make no mistake, calling is a must have sales skill. If the thought of prospecting makes you nauseous, that's a clue call reluctance may be lurking. If you feel overwhelmed or cannot think strait when it's time to sit down to call then maybe it's time to address the issue. If you're emotionally flooded by the idea of someone rejecting your call, there's hope!
After completing the real estate course, passing the real estate exam, and with license in hand it's time to sell! Two frustrating aspects of call reluctance are: how mentally draining it feels and second, how severely it can impact one's self-confidence. The solution is two-fold. One, learn the sales process and practice. Second, implement Emotional Freedom Techniques (EFT) because it's the best tool in the modern age to erase unwanted fears and anxieties.
Your sales preparation should include memorizing ten - twenty questions about your prospects situation designed to engage. Sit down and write out those questions. This exercise is not as easy as it sounds so take it to heart and get it done!
Design open-ended questions that require prospects to think. Yes or no answers can end a conversation prematurely. "Under what circumstance would you consider…?" "Before putting your home on the market, what has to take place?" "Tell me, if you choose to work with me as your Realtor, what would give you peace of mind?" "How do you define outstanding service by your real estate agent?" (BTW, I'm an expert in sales, not real estate. The sales process works in any industry!)
When you help your prospects define their needs, that information equips you with how to talk with your clients when it's time to close. Listen carefully. Take notes. "Ms. Prospect, when we first spoke you said this was important to you. This offer has both what you asked for and they can close next week, which is important to your situation. Why are you hesitating to accept this offer?"
Don't be afraid of objections. If you establish rapport early on, your client will feel comfortable voicing their concerns. It's easy to address concerns when they're out in the open. It's far more problematic if your clients don't feel comfortable voicing their complaints. Untended complaints fester and grow!
Address your call resistance with Emotional Freedom Techniques (EFT). EFT is emotional acupuncture. EFT uses a tapping sequence on various acupoints on the body. As you focus on what you want to dissolve during the tapping sequence, outdated thought patterns and destructive emotions disappear.
EFT is the most effective healing modality of the modern era. It produces consistent, outstanding results. EFT has successfully erased depression, eradicated fears, overcome eating disorders, and cured physical ailments. It can dissolve habitual anger, overcome addictions, and more. EFT is easy to learn and there are no needles. EFT provides an advantage for real estate agents and will increase your success.
Used correctly, EFT will erase anxiety related to sales calling. As all traces of anxiety disappear you'll be free to take the actions that create sales. Ideas and emotions that are embedded within us can be gone with one ten-minute treatment. Deeper emotional pain could take several weeks or months however improvement will be continuous. Perfection takes time. One need not trace a fear back to an original circumstance to be successful.
Skeptics experience success alongside open-minded participants. Once EFT delivers results and remarkable change is undeniable, practitioners begin modifying the process to address every aspect of life imaginable. You'll likely use it for the rest of your life. EFT will reduce stress, help one fall asleep, cure a headache, improve relationships, or heal a broken heart.
A career in real estate is a fantastic life offering great rewards. You've taken the first step by completing a real estate course. Boost your confidence and self-esteem by following and improving your sales process. Use EFT to erase any emotions or insecurities hindering your success. Your customers depend on you to help them sell their house or find them their dream home!
Knowing how to sell is about perfecting your sales techniques and your sales process. Sales skills evolve. A conscious and continual effort reaps big rewards. Need help with mental focus and fortitude? We're experts on internal messages that create success! www.ColdCallTherapy.com and Recruiter Training: Top Recruiter Secrets eBook