Category Archives for Real Estate Sales

Selling Commercial Buildings

Selling Real Estate

Selling a real estate property can be a difficult process. Determining the list price, performing repairs, staging and the listing the home are just a few of the concerns that any potential home seller will face. This article contains the key tips and tricks any real estate seller might need.

If you are selling your home, be sure to increase curb appeal by keeping the yard, walkways and drive clutter free and well-groomed. If you have already moved to your new home, check your old home from time-to-time to make sure it looks inviting. If you have moved far away, hire a service to keep things tidy.

Know the value of your home. You may want to have the value assessed professionally every few years to make sure that you have enough home owners insurance to cover the cost of rebuilding the home if it should ever be destroyed. In many cases the value of a home goes up with time so you will need to increase the coverage accordingly.

The first step in selling your house is to grab paper and pencil, and examine your home with a critical buyer’s eye. Start at the curb, and note any repairs to be made or clutter to be cleared. Walk up to the entrance, and feel the first impression a buyer may feel when approaching your house. Make notes about anything you think might catch a prospective buyer’s eye. Repeat the process with each room in your home.

While preparing your home for sale, plan some renovations. This will improve the value of your home and help make it more attractive to potential buyers. In times when construction is slow, it is easier to get a bargain on labor, as well. You can save money by renovating when the housing market is weak.

Most potential buyers see colored bathroom fixtures as outdated. Glazing the bathtub, shower, or sink in something more sleek or modern is often preferred to a color that is or soon will be old-fashioned.

When you need a home appraised, be sure to pick an appraiser who will not have a conflict of interest. You should look for an appraiser who has five or more years of experience and is either state-licensed or state-certified. You should avoid having an appraiser who is referred to you by a real estate agent.

If you have textured walls or popcorn ceilings in your home then it might be a good idea to change that before trying to sell your home. Many home buyers are turned off by these two things, so changing them will get many more people interested in your property.

Take a good look at all the furniture pieces that you have out in your room. Even though you may thing that you need all of them, try to get rid of some of them. You want to be able to create a bit of empty space in the room so that the room appears bigger.

As this article discussed previously, selling real estate can be challenging, particularly when considering the number of decisions any real estate seller will need to make. Selling a property can be much easier when you have the right knowledge and advice. Apply the tips from this article and you’ll be on your way selling your property.

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Real Estate Madness

All this media hype about recession would make one think about giving up on sales right? Well maybe some people should. If there are two areas suffering worldwide at the moment it has to be the Real Estate market and selling vehicles.

My rant at the moment is selling real estate. Realtors are a very strange breed of people. I keep hearing the words “Selling Real Estate is different than any other type of selling”.

This is just a load of rubbish. These real estate people are just confused between making a simple sale and making a major sale. Here is another brilliant example:

Last weekend was stunning weather so I took the opportunity to visit some open homes. These are properties being marketed by the listing agent. They are open for public viewing usually for up to an hour.

The agent generally stands at the door welcoming anyone who wishes to view the property and asks them to write their contact details in a visitor book.

The homes I was looking at are expected to sell over two million dollars (seriously major sales).

The opening statement by the first agent of the first house was “The material cladding on the outside of this house is cement”.

Not only was this totally incorrect as the cladding was a low cost fibro product but a stupid welcome for anyone.
There was also no invitation to sign the book, no question about who I was, or why was I there?

Just a statement like “Feel free to look around” and “other houses in this street have sold for over two and a half million dollars”.

Information only, no questions!

There was no listed price on the house, only a stupid sign out front with “House for Sale, Expressions of Interest invited.”

The property was brand new and the chinese owners had clearly used their own taste of low cost imported products and decor.

I spent around fifteen minutes viewing the property and when I left the agent comment was “Thanks for comming”.

At no time was there any attempt by this agent to communicate with me, and I am currently actively searching for property!

She did not make any attempt to have me sign the book or take my telephone number, nor even ask a simple question like “Why are you here today”?

This is so typical of people in the real estate business. They have zero idea about making major sales. They have no conception of any difference between selling pencils or selling houses.

The second property I visited was a similar experience.

Another property worth over two million dollars. The agent this time was a male and the opening statement was “Welcome make yourself at home” “Feel free to look around”.

He did ask me to sign the book but there was no other statement or questions. Nothing about “why are you here”? “What did you think of the property”? or “Are you currently looking to purchase something”?

Why are these people not trained?

Why are they left to their own devices to flounder with the public and make idiots of themselves?

How many of these people are walking straight past sales opportunities?

Selling Real Estate appears to be a very transient profession (if you can call it a profession). The real estate agent must pass a simple exam before they obtain a licence but as far as I am aware no actual sales training is given.
Very few Real Estate agents ever pick up a book on “How to Sell” and as far as I am aware are totally oblivious to the different skill set between selling big expensive items or selling cups of coffee.

Is there an opportunity for a career in selling real estate? I seriously think so.

The proviso:

You must be able to read and above all have an ability to ASK QUESTIONS!

If you want to find further information on how NOT to sell your home go here:

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What is Sales Training?

Sales Training and sales education is the process of acquiring knowledge from teachers and sales people through their experiences. It is this learning that one gets to the top in this fascinating career. It mainly involves activities like imparting knowledge by the teachers in classrooms, presentation of study materials by trainers, practical training in workshop by the instructor with the aim to train the sales person in subject matter and to give them exposure on the practical aspects of real time situations.

What is the need for Sales Training?
Sales Training and Education on how do deal with making major sales are basic fundamental and an important ingredient required for development of any person who wishes to make big sales.
Sales Training and Education of a sales person improves income, mental status, and knowledge, also the abilities to develop skills to face practical and real situations. Sales Training is the only weapon with which one can kill ignorance and fight with unawareness.

A properly trained Sales person can perceive things in a better way because they acquire the skills and mind to see things differently. They have a knowledge with which they are able to understand all the facets of any sales problem and then will be able to handle the situation in a better way.

Status of a good sales education on how to make major sales is low in most organizations. Though continuous efforts are being made by some companies to achieve the higher standard most are still focused on general sales training.

But why is this so? The main reason is the average sales person and most companies just do not understand the difference between making simple sales and making major sales. Most of the books out there just cover the same old repeated tuition from the early ages.

Lack of Education in making a major sale is costing many sales people and their employers a great deal of profit and lost commission. There is very little or no infrastructure in schools or companies to cover this most important role. If you are interested in how to move from order taker to professional sales person fill just pop your name and email into the box for a rare insight on the difference between making a simple sales and making a major sale.
If you are a sales manager or sales person looking to secure a sales manager’s job the details on this website may assist you. Read on!

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What is considered due diligence for a commercial real estate sales person?

A residential real estate broker, or salesperson seems to have their duties a little more spelled out. The duties of a commercial real estate broker has something to do with 'due diligence.' What exactlyl is that?
Actually Roger it did..for some reason when I google it..I came up empty..Thanks.

I think a visit to the CCIM web site might help.

Commercial realtors have much more training than residential realtors.

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What are the best practice tests and study guides available to prepare an me for the VA Real Estate Sales Exam

A question from Yahoo answers, wow this person is game!

I know, I know…Now is not a good time to get into Real Estate Sales. I have another job and would like to do this part-time. It has been about a year since I took the Principle of Real Estate class and need to hit the books. Your suggestions would be appreciated.

Try here….

http://www.licensetutor.com/stateinfo/virginia.asp

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what the the fastest way on becoming a real estate sales agent?

i am interested in becoming a real estate sales agent, what are the skills need other than sales technique? Also will i need a license or certificate to become one? What are the commission rates? How long will it to get a license or certificate?

First you will have to take a real estate class approved by your state real estate commission, the length of time depends on the state and the amount of hours per week the class runs, can take from two weeks to a month or so

then once you pass, you sit and take the state license, once you pass then in most states you look to find a real estate office that is willing to let you hand your license

on the commission it is usually work out between you and the broker, can be any where from 50/50 to 70/30

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Sales Calls and the Telephone

What seems to be the problem with sales people and the telephone?

One of the most common phrases uttered by sales people is: “I will call you back” some even say “I will call you back in one hour” or “I will call you back later today”. If sales people say this why don’t they do it?

There seems to be a real lack of purpose in these statements. It is extremely common among real estate sales people and even more common with Bank employees.

For some obscure reason service industry such as banks, opticians, builders, plumbers, electricians etc do not understand they are actually in the sales business. They have products and or services to offer yet make these weak statements to prospective and existing customers all the time.

A professional sales person always will call back when they say they will. Professional sales people know very well there are NO excuses to break a commitment with any customer. If a problem arises a professional sales person will always find a way to handle the situation rather than let the customer down.

We all know how frustrating it is when people do not call back and some of us even stay in waiting for that promised call. If you are involved in “making major sales” make certain you call the customer back when you say you will otherwise you fall into the realms of mediocrity.

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Handling Objections

Remember if you have the correct questioning technique well and truly established in your selling skills, you will rarely attract objections from customers or prospects.

If you find this hard to believe I strongly recommend you read the book “Spin Selling” by Neil Rackham. It actually makes me laugh when I look at all the traditional sales blogs and sales training literature scattered around the web on handling objections. There are papers and courses totally focused on this subject.

However when you read Rackham’s book you will soon come to the same conclusion and see there is a real difference between making simple sales and making major sales.

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“Hype” Marketing, Discounts and Low Price

We all know that big deals, discounts, 20 percent off, short time only etc creates HYPE in the market place. When it comes to selling we also know that if we ask many people to buy something the “law of averages” says one in every four will.

Therefore we are constantly being bombarded on TV and in the streets with “HYPE” that creates a buying frenzy.

Professional sales people sometimes get caught up in this hype. They are so enthusiastic about their product or service that just can’t help themselves.

All they want to do is broadcast to their prospects and customers how good this item is, or how good this service is. The reality is in this day and age with fast lane business, IPHONES, Smartphones, Cellphones and all the other gadgets that speed things up we must take stock.

My tip of the day is to ask all of you people involved in “Making Major Sales” to slow down, think about your customer, ask the correct questions that may uncover solutions that your product or service just might fix.

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Sales Presentations

At the risk of repeating myself I want to cover “Sales Presentation” or Sales Presentations” again.

Most professional sales people know what a sales presentation is but most sales people prepare one and deliver it before finding the facts about their customer.

If you are  in the business of “Making Major Sales” ( a sale that requires more than one interview with the prospect) you need to gather as much information about that customer you can.

In general most people love talking about themselves therefore as a professional sales person SHUT UP and listen.

Try to get the customer to tell you everything they can about their business. When did it start? Where have they come from? Have they multiple branches? Who makes the decisions? Are you speaking with the correct person? What issues have come up over their business history? Where are they going? How many staff do they have? If they have other branches do those branches make their own decisions? If so who are the contacts?

What private interests does your prospect have? Show a GENUINE interest as suggested by Dale Carnegie and make a note of it. Find out their likes and dislikes, who are their competitors? Where are their competitors located?

Most sales people are too interested in TELLING not selling. They are all too keen to tell the customer about how wonderful their product is without doing any ground work first.

If you happen to be selling anything from aircraft, to SMARTPHONES, to IPHONES or to INSURANCE etc make certain you get ALL the information you can about your customers CURRENT situation and make sure you understand it perfectly.

Once you have all this information it is still not the time to mention your product or service. There are more questions requiring answers such as what problems they have, what those problems mean and what needs done to have them resolved.

Tip of the day:

Remember, a great salesperson knows how to ask the right kind of questions and uncover what the customer REALLY wants. If your customer exposes a problem your product or service can solve it is STILL not the time to introduce your product or service.

Why? Because you MUST find out what that problem means and how it effects the business.

Only then are you getting somewhere near where the elite sales people already know where to go.

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