10 keys to a successful real estate sale

Currently, the real estate market is synonymous with new challenges. This real estate market has its own rules, in which the real estate professional cannot be improvised, but an agent of change in constant updating.

There is no doubt that trained and prepared people who are attentive to building lasting relationships with the customer are the ones who best perform their role in the face of a property sale.

In this article, we have summarized some recommendations for a real estate agent to achieve excellence. If you are a professional in the sector, open your eyes wide as there are always tools that will help you with service and property management. 

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In this article, we have summarized some recommendations for a real estate agent to achieve excellence. If you are a professional in the sector, open your eyes wide as there are always tools that will help you with service and property management.

1) Use a CRM.

Nowadays, the automation of daily procedures, from the smallest to the most relevant, is a mandatory step in any field of work. A complete and efficient CRM-type software will give you the means to accelerate and improve your performance and that of your entire team.

2) Learn to say NO.

Agents must be those who give direction to their work. Being strict is a sign of seriousness and gives security to customers. Of course, do not fall into inflexibility. This rule must be compensated with a strong dose of empathy, attention, and sensitivity to the needs of customers.

3) Learn about direct digital marketing.

Many mass promotion platforms are completely accessible and free, like social networks, for example. These must communicate “live” announcements, with videos, interviews, or advice. The ideal is to avoid static and harsh images.

4) Your profile.

Try to develop the following qualities as a professional:

• Learn from mistakes.
• Perseverance.
• Optimism.
• Learn to listen.
• Be intuitive and can improvise.
• Resistance to difficulty.

5) Confidence vs. exclusiveness.

The term exclusivity is key because it gives customers certainty that their place is cared for and valued. But undoubtedly, the word trust will make customers stay in the real estate agency or allow them to be supported by a freelance agent.

6) Technological professionalism.

Professionalism is a big word but one that very few apply. It is an attitude rather than a level of training. It implies being impeccable and responsible, speaking the right thing, knowing about economics and strategy and never leaving the phone off the hook (or silenced). The successful agent, in addition to offering vocational skills, must be aware of technological advances.

7) Sell the area and not the brick.

An agent values, categorizes, and offers a home that will mark the degree of success or failure of an operation. Some agents do not prioritize the area and insist on selling the property. Well, what will mark the sale will be the area because it is this area that will place the property on the market and project its value over time.

8) Selection of products.

A skillful real estate agent or agency will not amass endless unsellable products but rather will seek to amass an inventory of real estate that represents it. In case you select undervalued properties as a sale opportunity, it must be proportional, not flood your portfolio with them.

9) Projection capacity over time.

It is good practice for an agency to project and plan over time, both short and long term. Define sales expectations for the end of the year, and in the next three. Project the growth of branches, modernization of tools, and all aspects neatly ordered over time. And be consistent with that.

10) The important thing is the person and not the property.

Finally, we highlight a specific approach in the sales process: focus on customers, whatever their needs. Know their expectations and find a middle ground between them and the needs of your agency.

And an extra gift tip!

90% of success is based on insisting. Most sales are made on the fifth call, while most people give up on the first call.