No wonder those in real estate sales have trouble selling. When I read the following statement by a younger (presuming under 30 real estate agent) who believed in not leaving a business card when showing a home, I just shook my head as to his cluelessness about the overall sales process.
“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.”
First, this realtor does not understand word of mouth advertising. By leaving his business card, he is providing a future opportunity for someone to connect with him.
Second, everyone is connected by either 3 to 6 other people depending upon what theory you believe. In real estate sales, one never knows who knows whom.
Third in sales, rarely is a sale made on the second or third contact. Sales research suggests 90% of all sales are made after the fourth contact.
Fourth, for those engaged in selling, their egos must be left at the door. Sales is not about you as the salesperson, but rather ALL about the buyer. Within real estate sales, there are two buyers:
- Buyer seeking the home
- Buyer who will be buying the offer of the buyer seeking the home
Fifth, common courtesy also known as professionalism is the main reason to leave a card for the homeowner. This is the person with the ultimate decision making power. Why force the homeowner to call her or his listing agent to confirm someone entered the home?
Again as in yesterday’s posting, I encourage all real estate agents to read The Danger Report commissioned by the National Realtor’s Association. If a salesperson does not know what is happening in his or her profession as well as industry, then he or she will continue to struggle to increase real estate sales.
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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.