Smart Words: “if all you have is a hammer, everything looks like a nail” – Abraham Maslow AKA Maslow’s Hammer from The Psychology of Science, published in 1966.
Smart Tactics: DO NOT say what I wrote in that subject line…I know you’re thinking it…but you CAN’T say it! But…you and I both know that in order for our agents to convert more of our leads into contracts and closings…they HAVE to improve their sales skills. Buyer and seller leads who are lay-downs, ready to go right now, are VERY expensive to buy. So we need our agents to take the leads we can afford and turn them into viable opportunities. That requires skills that they may not have.
When I got started in real estate…I had NO money…so I HAD to develop my skill. I learned very quickly that the better I became as a sales person, magically, the more opportunities to sell real estate presented themselves. I started in this business with no sphere of influence, no referral partners, no past clients to draw from, and no money to buy leads. The only thing I knew was cold calling from a previous job. Cold calling sucks…I won’t even try to B.S. anyone about that, but it’s a VERY valuable teaching tool. The evidence that sales skill makes an incredible impact on results is the easiest to see in cold calling. To be able to call a complete stranger, out of the blue, break through their resistance, hook some spark of interest or curiosity in them, cultivate that spark into an ember of desire, then bring that desire all the way to an agreement for a meeting, is simply magical. HARD as hell, but MAGICAL when it happens.
That is all about skill. Anyone can do it if they learn the techniques, practice them enough times, and then have enough conversations to give them a statistical advantage.
I am NOT telling you to suggest cold calling to your agents…it still sucks and they won’t do it.
But I am telling you that your agents’ results; how many people text them back, email them back, return their phone call, stay on the phone with them, agree to meet with them, and ultimately work with them instead of another agent, is most directly impacted by their own sales skill. And they don’t usually realize that.
The FASTEST way to improve your agents’ results with your leads is to improve their sales skills. The BEST way to help them find more ready, willing, and able buyer and seller leads is to first work on their sales skills.
HOW to improve their skills?
The quickest way…find someone who has done it and get them to teach your agents. A bit slower way…piece together free training for them from the internet. The slowest way is through painful trial and error on your leads.
I wanted to figure out how to pack this email with value for you, so even if you never work with us…I want to give you this advice…improving your agents’ sales skills (spoken and written) will make you a fortune, faster, and for less money and time than you would otherwise have to invest if their sales skills are average or even poor. If they think your leads suck…start with their training.
Smart Offer: Based on my experiences, I’ve designed a massively impactful sales skill training that will change the way your agents communicate IMMEDIATELY, and it takes less than 1 hour. It’s called the Appointment Accelerator. We only offer a few of them per week because we have a small team. Get on the list for one, you’ll thank me later.
Click here to find out more about our Appointment Accelerator training for your team.
Always get smarter,
-Dale
P.S. Watch for the next email, and I’ll show you how to improve your agents’ consistency (in their sales activities).