Special Guest Blogger….

Dear Readers,

Today I’ve invited my dear friend, Andrea Nierenberg to post here on Relish. She is a great speaker, trainer and educator for many major corporations in America. She’s the author of Million Dollar Networking, and Non-Stop Networking. Today she’s writing to us about being an effective real estate agent…and relishing your job every day.
Here’s Andrea…..

Raising Your Sales to The Next Level

Standing in front of over 100 seasoned realtors on ‘raising your sales to the next level’, I thought—I might be in for an interesting challenge!!

I decided to make it fun as I always try to do in my sessions and crafted an interactive discussion, which at the end all realized was the easy to remember ‘acronym’ of REAL ESTATE

What started out as a tough group—see picture above—turned into ‘children of the world’

Think of the following every day—this is all ‘common sense—just not always common practice’ which I find is usually not that common!!

R-Relate to your customer-develop a rapport and take the time because it leads to a relationship and referrals!! The lifeblood of our business!

E-Have energy and enthusiasm on each call. You never know who you are meeting, who they know and how they can become a client. Some people show their emotions on their face that almost say “you will never buy” and then they are surprised when they find out the person buys from their competitor.

A-Ask your clients and prospects open ended questions. Learn about them, their interests, and show some articulation in your voice. The more you know and show interest in them, the more they will want to work with you and buy from you and refer you!

L-Listen!! Easy to say, and hard to put into practice. Most of us hear, and don’t really listen. We think we do, yet we have that internal voice going 90 miles an hour so we are blocking out what they are asking and telling us—what they want and how we can work with them. Listening creates loyalty!!!!!

E-This is all a process and a period of ‘evolution’ –it takes time to develop these relationships and it all sounds easy and almost elementary—do what I call ‘execution’ –put all of these and your other tips and techniques into consistent practice

S-Smile and look like you are happy every time you go on a call or meeting. Show them the apartments with a feeling of success as you walk in the door and greet them—the end result is hopefully a ‘sale’

T-Talk less and listen more—when you do so and this takes time, you will develop trust with your client and remember, this all can result in more sales and referrals.

A-Actively stay in touch. Don’t think it, do it! Find ways and Always be inquisitive and growing learning all you can about your business, your clients and your properties.Turn your clients into your best advocates—they will continue to refer you.

T-Timing is everything—you just never know when that time will be—so you have to consistently be working and thinking and ‘you never know’. It may take one call or one interaction to connect with a great client or it might take years. There is no way of totally ‘knowing’. Remember what Charles Revson said’
“50% of my advertising doesn’t work—I just don’t know which 50%” so—you have to consider ‘timing’ to be 24/7!

E-This is all ‘evergreen’, classic—never goes out of style. You just have to do it!!
Sounds easy—the action and consistent action is the hard part.

The most successful salespeople I know continually go back to the basics and find ways to fine tune them and grow from them and share their success with their partners, friends, teams and mentees.

There truly is enough business for everyone—just continue to build on what you already have!