Grow in Your Skills and Grow Your Income

by Joe Meyer

I’m convinced that the difference in income levels from the average salesperson is the ability to persuade, overcome objections and close when in the presence of a prospect. Here are some sales traits that these mega producers have that others might want to focus on right now.

With all the emphasis and advances in technology over the past ten years in real estate, one downside might be in the erosion of sales skills. Let’s face it, technology is fantastic and fun, and I’m all for it. In numerous ways it has made our career and personal lives more satisfying and easier, however the number of tech seminars has replaced sales skills seminars, thus many salespeople in all real estate have struggled with closing for the listing or sale when face to face with prospects, particularly in this challenging market.

After moderating a number of top producer panels across the country plus just personal conversations with other top producers, I’m convinced that the difference in income levels from the average salesperson is the ability to persuade, overcome objections and close when in the presence of a prospect.

Here are some sales traits that these mega producers have that others might want to focus on right now.

The ability to converse in such a confident manner that puts the prospect at ease, but knowing that this is a business relationship.
The mega producer knows how and when to ask open ended questions to gather more info and then knows when and how to ask closed ended questions and use that information gathered to help them make a decision.
Mega Producers don’t “Push” prospects into bad decisions, but have no fear of letting the prospect know they are there to “Guide” them into a good decision. When they think a prospect should act, they in no certain terms let them know that this is a good decision and they would be wise to act now.
Mega producers are excellent listeners and learn to “Read” people well. If they think they have a motivated prospect, they will stick to them like glue and guide them to a successful transaction. If they think the prospect is going to string them along, the top producer has no problem putting them on the back burner or even dropping them altogether.
A mega producer knows the difference between telling and selling. When a mega producer sees a sales opportunity coming, they will close by asking questions of the prospect that will allow them to see the benefit of their decision rather than telling them what to do, which could make them skeptical and scared.
A mega producer understands that when a prospect is buying or selling a house, there are a lot of emotions involved in their decisions and although technology can help justify certain decisions logically, it is their empathy, experience and 3rd party stories that help them make the emotional decision to act.

I urge you to continue your tech training to keep up to date with all the latest and greatest tools, but if you are still having trouble securing well priced listings and closing more buyers, go take some interpersonal sales training. Many people refer to it as back to basics, however advanced interpersonal skills are far from basic; they are a necessity.