No Cluelessness in Real Estate Sales Is Not a Youth Thing – Part 1

Yesterday on another social media site, a colleague asked why real estate agents do not leave business cards when showing a home.  A younger real estate agent asked this question: Why does it matter in real estate sales in leaving a business card?  He then stated his reasoning for not leaving a business card.

real-estate-sales

#1 – The listing agent should have electronic documentation on who has set a showing for the day. Follow up is a mouse click away. 

#2 – If the owner of the home is concerned someone didn’t show the house then he or she should talk to your listing agent. Ultimately it doesn’t matter if they showed your house or didn’t if there’s no offer to buy.

#3 – Maybe this is a youth thing,  but business cards cost me money. If I’m handing them out I should be receiving business. What’s the rational of dropping something that costs money in a scenario that will not produce any money from that action?

As we are currently relocating to another state and our house is up for sale, I found this posting extremely insightful about real estate sales and selling in general.  For solo-entrepreneurs, independent contractors as in real estate or SMB owners, there is still a lot of “cluelessness” in sales.

What first grabbed my attention was his third point number “business cards cost me money. If I’m handing them out I should be receiving business.”

That is full blow scarcity mentality and probably the quickest way never to increase sales.  Business cards are marketing.  For those selling in B2C or B2B, business cards are the cheapest real estate outside of social media.

From my perspective I hand out business cards to attract attention and ultimately build relationships, not to receive business. I have no expectation of a sale when I share a business card.  The sales process is time driven because it takes time for those sales leads or potential sales referrals to get to know and trust you as a salesperson.

Last year, the National Association of Realtors published a report entitled “The Danger Report.” This report is broken down into five sections with the first section focusing on real estate agents.  The number one danger is:

“The real estate industry is saddled with a large number of part-time, untrained, unethical, and/or incompetent agents. This knowledge gap threatens the credibility of the industry.”

In speaking with an executive of the local real estate association here in Northwest Indiana, he shared with me his surprise of how many real estate agents have not read this report.  Less than 10% of the realtors I know were even aware of the report.  This cluelessness returns back to a deep knowledge gap as well as a significant self-improvement gap.

Bottom line in real estate sales, always have business cards on you and be willing to share them especially if you are showing a home.

Tomorrow’s posting will look at the second reason about “no offer to buy” while Friday’s will address the first reason.

Want more real estate sales, more time and less stress?

CLICK HERE to reserve a time to speak with me.

* * * * *

Leanne Hoagland-Smith is THE People and Process Problem Solver for leaders who desire a Forward Thinking Sales Culture. She supports executive leadership in bridging the sales culture gap of people and processes that restricts SMB sales results. If you want to increase sales, then call Leanne at 219.508.2859 central time USA to solve your disengaged employees and ultimately your disengaged sales culture as well as improve your own sales results. Follow her on Twitter or check out her profile on LinkedIn.

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