- Details
- Category: Properties
- 04 Mar 2014
- Written by Amor Maclang
IN the course of my work with the hardworking men and women of GeiserMaclang, I have always been surrounded by young, dynamic professionals who constantly strive to maintain their ideal concept of a work-life balance. I love being in the company of these driven individuals, especially those who pour out their energies and infect others with a dose of positivity while they set out to fulfill their own passions.
Most of these go-getters actually enjoy sustaining a long-term active lifestyle—through running, most of the time—to sweat it out after a long, hard day at work and keep themselves in the best condition to achieve more. I believe that as long as you’ve got goals ahead of you and train your sights toward achieving them—obviously, with the right mix of discipline and dedication—you can definitely nail that much-coveted prize, whatever it may be.
The same can also be said about how property developers intend to grow their businesses and be on top of everyone else. Developers are constantly up against stiff competition with other firms who are eyeing to outwit and outdo them in every way possible. This is the reason most sales agents feel that they are in a race toward the finish line to deliver. They are under constant pressure to earn the trust of prospective clients in the fastest way possible, engage the interest of buyers with that much rehearsed sales pitch, close the deal and land that elusive commission. With this, I can definitely say that real-estate selling, is indeed, very much similar to running a marathon.
Here are a few insights to show the close relationship between the two.
Before you hit the starting line, preparation is always the key.
Months before a marathon, you start preparing by waking up early in the morning, stepping out of the house to break a sweat before the morning sun says hello. It’s the best way to strengthen your stamina and get your body into a competitive shape.
Similarly, the actual sale of a real-estate property is just a small part of the entire selling story. Begin preparing for several months by strategizing ways on how to achieve your business objectives, long before you launch a project and bid your agents good luck with a sales rally.
Brace yourself for disappointments along the way.
Despite spending long, tiring months whipping your body into its best shape ever, know that disappointments will always, always happen.
Real-estate selling can sometimes be frustrating. Tragic events, disasters, sudden economic downfall, among others, almost always result to business turning a turn for the worse. Prepare for risks and other related issues by crafting the necessary scenarios and communications for your brand. Always make a constant effort to get your brands ready for any uncertainty because, as I’ve said before, the rain falls on the just and the unjust, alike.
Start strong but reserve a little more until the homestretch.
Knowing how to pace yourself gives you a distinct advantage in every competition. It is a good idea to be aggressive in marketing when the project is beginning. But many things can happen along the way and you need to be prepared for a longer battle just in case. Again, you cannot discount the importance of early preparation; it is a crucial part of sustaining good business even in the most trying times.
Make consistency a habit.
Constant progress, no matter how small or seemingly insignificant it is, still takes you one step closer to reaching your goal and that is to bring in profit to your company. Make greater strides by focusing on the good practices you have done and doing away with the wrong ones.
Are regular sales trainings getting you better results? What lessons have you learned from your most successful project so far? Evaluate your efforts and learn how to be your own critic.
Hard work will always get you somewhere.
GO the extra mile by working doubly hard to know and understand the market.
The buying cycle of the consumer stands as a good example of a particular concept that members of the real-estate sales force often fail to keep in mind.
When you meet somebody, say for example at an event or during a trip overseas, chances are excellent that they are not yet ready to buy a property. The vast majority will still likely be in the first buying cycle and is not going to be ready customers, and a lot of sales people disregard these individuals. Doing so is bad for their careers in the long term because they (customers) are simply not informed about the gains that they can get out of that purchase, which means they don’t understand what’s in it for them.
Property sellers should be able to know what to do with those people. You need to be seen as a thought leader and expert on real estate; not on selling, but as somebody who knows about, say for example, real-estate trends and the outlook of the market—somebody who’s a reliable source of information and somebody they can talk to.
Consumers who are classified to fall under the middle buying cycle are people who understand where to move and are actually checking out their options. This is where education comes in; they are not yet ready, and if you try to sell to them, chances are you’re going to be disappointed but you can impact them in terms of options. It is only later when they are already late in the buying cycle when they have narrowed down their options that you can turn them into potential business.
A salesperson looking at those who are ready to buy will eventually burn their contacts over a short period of time. Somebody who knows how to cultivate people from all cycles will understand that people will be ready to buy a property in due time. What you should know is that the only thing separating these people from being converted from prospect into actual business is time.
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