No longer are you a Real Estate Agent, you are now a Salesperson! While some may think the two are one and the same, they couldn't be more wrong. To be successful in sales, you must shift your mindset from simply meeting the minimum requirements to becoming a true resource for your clients.
This means understanding your own personality type and those of your clients, being your authentic self, and asking the questions you may not want to ask. I'm confident that this shift in mindset will bring you closer to success.
So, what's the difference between a Real Estate Agent and a Salesperson? An Agent fulfills their duties, but they don't truly understand their customer. They don't know how their clients think, how they communicate, or how they want information delivered. A Salesperson, on the other hand, is a master of sales. They understand their clients' needs and how to best meet them.
To become a better Salesperson, you must first understand yourself and others. One of the most popular personality tests is the DISC profile, which stands for Dominant, Influencing, Steady, and Compliant. To illustrate, imagine a group of four friends on a trip together.
The Dominant personality is the one who is ready to go sightseeing now, cutting the small talk and getting to the important things. They are decisive, direct, and results-driven.
The Influencing personality is the one who is always looking for new experiences and loves to be the center of attention. The Steady personality is the one who is always looking for ways to help the group and is the most reliable. Finally, the Compliant personality is the one who is always looking for ways to make sure everyone is happy and is the most organized.
By understanding the DISC profile, you can better understand yourself and your clients, allowing you to become a better Salesperson. The "I," "S," and "C" personality types all have unique traits that can be beneficial when traveling with a group.
The "I" type is the one who loves to engage with others and break the ice in awkward situations. They draw energy from other people and are the first to make new friends. The "S" type is the one who is stable and steady, always making sure everyone is on good terms and comfortable. They are very caring and strive for harmony. The "C" type is the one who makes calculated decisions and plans the trip down to the bathroom breaks. They want everyone to stick to the schedule.
As a salesperson, it's important to understand the DISC so you can better understand the people around you. For example, if you are a high D personality type, you may be perceived as abrasive or overbearing to others, especially to the high C personality types. As a high D, it's important to understand how to mirror others in order to work at your highest and best use.
Mirroring is an essential skill for sales professionals to master. It involves taking on the mood or energy of the person you are speaking with, allowing you to better understand and relate to them. For example, if you are communicating with someone who is very detail-oriented, as a D you may want to take a step back and slow yourself down to meet the C personality at their level.
High D clients may seem challenging to work with because they may appear to think they know more than you. As an agent, you should approach a high D client with actionable items, demonstrating what you can do for them.
High S or I personalities are often great at open houses and dealing with buyer clients, as they have a natural love for people and a need to engage. However, when working with high D personalities, it is important to keep the fluff to a minimum and get to the point.
On the other hand, C personalities are detail-oriented and analytical, so C personality agents should approach their C clients with comps, a CMA, and details on how the whole process of buying or selling works. By mirroring the mood and energy of the person you are speaking with, you can ensure that you are communicating effectively and efficiently, allowing you to build strong relationships and close more deals.
Now that you understand how personality types work, it's time to ask yourself: who are you? Where do you fall on the DISC spectrum and how will this affect your real estate business? The key to success is to be your authentic self. Authenticity is what sets you apart from everyone else. It's when you are true to yourself and not operating from ego.
Clients can sense when you're being genuine versus when you're putting on a show. When you become genuinely interested in helping people, you become a more likable person. To intentionally build authenticity, create a brand mission statement.
Even though writing isn't everyone's favorite activity, this statement will become an everyday agreement that you have with yourself. Construct it based on your core beliefs. This will vary from agent to agent, but once you create this mission, you can start living by these values.
To become an even better salesperson, it is essential to ask the right questions - even the ones you may not want to ask. Establishing an honest and transparent relationship with your clients from the start is key to a successful client relationship.
Unfortunately, many agents fail to be honest and transparent with their clients, leading to a breakdown in the relationship. It is important to be honest and upfront with your clients, even if it means delivering bad news. For example, if a client wants a unicorn, you must be able to tell them that unicorns don't exist.
Similarly, if a client wants to sell their home for $1M but it is only worth $750k, you must be able to communicate this to them in a professional manner. It is important to remember to never take anything too personally and to always act in the best interest of your clients.
To ensure a successful client relationship, it is important to ask the right questions. Here are some examples of questions that are essential to ask your client: Do you have an agent? How many homes have you viewed? Are you pre-approved? Which lender did you decide to use? When are you moving? How long have you been looking for a home? What type of home are you looking for? How much is your budget? Why haven’t you seen many homes? Why don’t you have an agent? Why are you looking at homes now? What’s your timeline? Asking these questions will help you gain a better understanding of your client's needs and ensure a successful client relationship.
The key to success as a salesperson lies in understanding yourself, your clients, and being true to who you are. Asking difficult questions is essential. The transition from real estate agent to salesperson is often overlooked, yet it is a crucial step in any real estate career. Many agents struggle to make this leap and end up leaving the industry. Initially, the idea of showing homes and helping clients find their dream home may have been appealing, but it is important to recognize that selling homes is not just about opening doors, but rather about closing the deal. Too often, agents fail to recognize the need to hone their selling skills in order to achieve financial success.
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