Selecting the right level of daily prospecting is essential to your success. When you begin the discipline of prospecting, the number of contacts you make daily is really, at best, an educated guess. Because you haven't been prospecting, you don't really know your sales ratios for contacts to leads, leads to appointments, appointments to committed clients (signed listing agreements or signed Buyer representation contracts), or committed clients to closed transactions. These ratios are essential to be able to know the activity level necessary to reach your goals. ... full article

Unfortunately "sales skills" has become almost a dirty word in real estate. That's because the traditional ways we're taught to "handle objections," "build yeses," discover needs and present solutions," "close," etc. make us feel aggressive, pushy, and out of our integrity. Our instincts are correct: These methods actually create resistance, making it harder for us to grow our business. ... full article

There really is a big difference between selling houses and helping people buy homes. If you're just selling houses, you're not worried about whether the house is the right choice and will be a good home for the buyer. ... full article