How to be a Great Salesperson: Ideas Picked up While Doing Business in the Calgary Real Estate SceneTue, 22 Jan
This week, I’ll be taking a quick break from the Calgary real estate scene to attend Mike Ferry’s One-on-One Retreat, “The Art of Selling,” in San Diego, California. It’s not all sun, surf, and sand for me however. I’m constantly honing my skills and constantly keeping myself abreast with all the latest industry trends and developments. Now, I caught myself in a reflective mood and while packing my things for the trip, I thought of how, as a realtor, you could spend ALL your time attending seminars with each real estate guru offering the “Latest Magic Pill” on how to sell a lot of real estate–while sitting in your pajama’s at home doing nothing.
It’s true that while the Internet and the tools and technology have made things easier, the basics of selling, nevertheless, are what have enabled my success.
When I started my career, there were less seminars or conferences that I could attend. A lot of what I know today I learned from mentors and first-hand experience, which in itself is a good way to understand the ins and outs of any industry. Which brings me to the idea behind today’s entry: I thought I’d share with you a few ideas on how to be a great salesperson: based on my own experiences and the ideas of people I met over the course of my real estate career.
Being polite and friendly will win you friends—and clients
Early on in life, we learn that, to make friends, we needed to be friendly. I learned from selling in the Calgary real estate market that being polite and friendly makes you more approachable. Not everyone you meet is a potential seller or buyer, but people will never forget that positive and energetic realtor. Who knows, they may even refer possible clients to you – especially when you ask them to! No matter how many people you’ve talked to in a day, make each person feel as though he’s your first customer. Let them know you are a professional realtor and ask them if they know anyone who could use your help. Also, never forget that a sincere smile and a firm handshake are sure to win over potential clients.
Do your homework
If you want to be a great salesperson, it’s also important that you know your product very well. People looking for property want someone who has extensive knowledge of the real estate market, one who can answer their questions and give great advice. Aside from knowing everything about a house or a project that I’m selling, I keep abreast of real estate trends and developments. This way, I can give clients a better assessment of how a potential investment will turn out.
Be honest and straightforward
Aside from being well-informed and having a positive demeanor, another winning trait of a great salesman is honesty & integrity. An honest salesperson won’t hide the bad if any are present; instead, he or she will present both the pros and cons of a particular decision or purchase so the potential buyer can weigh their decision carefully. A rewarding career in real estate hinges on your reputation. Don’t forget that word does travel fast. If you sell someone a lemon and pretend it is not, people will find out about it and there will be repercussions.
Becoming a great salesperson is not only about being able to close the deal. It’s also about building relationships. By doing my homework, working with integrity and honesty, and treating everyone with respect, coupled with hard work, I’ve managed to build a network of satisfied customers who won’t hesitate to put in a good word for me or refer me to a possible seller or buyer. That is my secret to being a great salesman/realtor in the Calgary real estate market.
Bryon Howard is a top-producing real estate agent with Re-Max House of Real Estate in Calgary, Alberta. He is in love with his high school sweetheart, an enthusiastic dad, and crazy about endurance sports. To learn more about Bryon and his real estate tips, head on over to his website
Know someone who is looking to make a decision in real estate? If you know any friends, family, or co-workers who are looking to buy, sell, or invest in real estate within the next six months, would you forward this email to them or reply with their contact information? I’ll send them important information about the Calgary, AB surrounding area real estate market and politely ask for their business. I greatly appreciate your valued referrals; it’s the only way I build my business.
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