Tweet

Do You Need Sales Skills to Be Effective at Real Estate Prospecting?

Guest post by: Linda Schneider

Article Overview: The simple answer is Yes. That's because "effective prospecting" means converting leads, not collecting them. And converting leads requires sales skills. But here's something to give you hope: The traditional ways you've been taught to convert leads may actually create resistance, making it harder for you to convert leads.

Do You Need Sales Skills to Be Effective at Real Estate Prospecting?

The simple answer is Yes. That's because"effective prospecting" means converting leads, not collecting them. And converting leads requires sales skills.

But here's something to give you hope: The traditional ways you've been taught to convert leads may actually create resistance, making it harder for you to convert leads.

Why Selling Is Uncomfortable?

We're taught in sales school that we should find the need and sell to the need by demonstrating the benefit of our product or service. Along the way we're given 101 ways to handle objections and a pile of scripts to memorize.

But the reality is that when we get into a conversation with a lead, it's awkward. We start out by having this nice, cheerful, rapport-building conversation.Then we have to make an awkward transition to asking for an appointment. It'slike throwing a wet blanket on a party.Now we have to get into the objections and reasons they don't want to meet with us and all that.

A Reason to Avoid Prospecting

That kind of discomfort would make anyone want to avoid prospecting altogether. A human being's natural tendency is to avoid discomfort and our brains will support us:

We'll look up properties for a prospect who isn't really a client yet, and we'll convince ourselves we're working. Or we'll create beautiful flyers and go drop them on doorsteps, convincing ourselves we're prospecting. Or we'll find other creative avoidance strategies that make us feel good. Or if we're like some agents, we'll prospect like mad, have a ton of leads, and feel frustrated that we don't ever have enough business because we haven't mastered the appointment-getting formula.

Why Don't More Realtors Seek Sales Skills Training?

So, the answer to the title question is "Yes," you do you need to have good sales skills to be **effective** at prospecting.

Realtors don't seek sales training for the same reason they avoid prospecting. Discomfort. They don't like traditional sales skills (handling objections, etc.) or traditional salespeople, so why would they want to get better at something they don't want to be?

How to Sell without Discomfort

Fortunately, there are other sales methods that work better. They are not generally taught in real estate schools because they require a bit more experience and most real estate training is focused on getting you out the door. Probably the best foundation for a real estate salesperson is a "soft selling skills" model, like Openhanded Selling.

In Openhanded Selling there is an acknowledgment that a prospect lives in a rich and complex decision environment.

For instance, a typical open house prospect might be looking at a house and talking about it's features, but in his subconscious he's really worried about his quality of life by spending $3,500 a month to own a house; Or he's thinking that he's not sure he really wants to get married; Or he doesn't like the fact that his wife's mother is giving them the money for the down payment.

Until the prospect sorts out these issues, he's not going to want to make a buying commitment, and he may be afraid to even set an initial appointment with a Realtor. A good Realtor will be skilled in securing the appointment to addressthis "background noise" using intelligent influence.

Related Articles
  Sales Prospecting is the most important skill©
  The Paradox of Sales Training
  Real Estate Marketing Strategies: Prospecting Made Easy
  Winning in Prospecting to Increase Sales
  Sales Prospecting Techniques
  Missed & Lost Sales Opportunities
  Keep Prospecting Simple©
  Remember, it is only the Behaviors that count!©
  Prospecting For New Business - Cold Calling
  The Secret Weapon for Sales Coaching ©
  Sales Prospecting for Sales Results
  Real Estate Sales Training
  Maximize Revenues©
  Learn the Value of a Solid Cash Buyers List
  Do You Know the Top 7 Reasons Why Business Coaches Real Estate Agents Share Similar Failure Rates
  Prospecting it is simple only DOING counts
  Don't just sit there, phone someone!
  Prospecting - Time really is money©
  Prospecting's 8 Simple Steps©
  The Real Road to Wealth in Real Estate

Article Tags: consultative selling, openhanded selling, real estate sales skills, real estate sales training, real estate training, sales results, sales tips, soft selling skills, soft selling skills training



Related Forum Posts
Re: No money Down real estate Webinar - I wish I could attend. I want to learn more about Real Estate investing although I have to have other priorities at the moment. Can you keep me updated about the next one though?
Re: Hi - Thanks guys! I have been helping Real Estate and Mortgage professionals generate leads from the Internet for 5 years now!. I'd be glad to exchange some ideas. Have a great day=)
Re: Hi All, - Welcome Aaron!! what type of Real Estate investing do you specialize in? in Toronto I am involved in purchasing properties at wholesale prices prior to the owners going into Foreclosure.
Re: Invest in Real Estate or Stocks? - You can consider investing in Real Estate Investment Trusts (REITs). Buy and sell shares like stocks so they are easy to buy and sell, diversify and management is included.
Here to Meet Great People! - Hi Matthew Ferry here! I am a life coach and also an entrepreneur. I work with people from all walks of life, Real Estate Agents/Brokers, Entrepreneurs, Businessmen. Great to be here in this forum! Looking forward to hear from you! Thanks!


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Emotional Energy is Our Engine

Selling with Humor (and a Sorry Butt)

Adjusting Your World

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.