PHOTO: Forbes Real Estate Council member share ways agents can change up their sales strategy. PHOTOS COURTESY OF THE INDIVIDUAL MEMBERS.
The real estate market is as unpredictable as any other market in the world. Agents who find themselves in a slump in sales need to do something to improve their outlooks. Usually, if sales are declining, it’s because a particular sales strategy isn’t working as well as it used to.
Considering current policies and looking at ways to improve is a good start toward increasing sales. However, the actions that a real estate agent should take to shore up their sales numbers go beyond that.
To help, 16 members of Forbes Real Estate Council look at the vital actions an agent can take to adjust and improve sales when their current strategy is proving unsuccessful.
1. Show The Potential Gain In Value
Agents have the responsibility to understand and present views related to future home price appreciation. Buyers want to feel that they are making a sound and responsible investment when buying a home. When an agent demonstrates the potential gain in value and equity growth, they are, in effect, guiding the buyer in making the right decision. – Ed Delgado, Five Star Global, LLC
2. Get On The Phone
Talk with past clients and everyone else in your sphere of influence. These are the people who know, like and trust you and are therefore most likely to do business with you. Ask how they’re doing and then ask if there is anything you can do for them. Before ending the conversation, ask if they anticipate having any real estate needs within the next 12 months or if they know anyone who has current real estate needs you could help with. If you have this conversation 100 times, you’ll be covered up with new business. – Frank Gray, Abby Realty
3. Be Consistent In Your Activity
Consistency in marketing and sales activity is key. Assess your current marketing and sales plan. Block out one hour each day to reach out to new people and another hour to have conversations with your existing customer base. If you do this consistently every day, you will have a significant increase in opportunities! – Arianne Lemire, Glast Heim LLC
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