How the Realtor®, sales agent and broker can generate more home buyer and seller leads

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Selling Tips for the new Realtor® or Real Estate Sales Agent

Find out who you are and how you sell yourself

When you start out in selling real estate it can be overwhelming to suddenly realize you must rely entirely on yourself to generate leads and close deals. Welcome to world of commission only.

A great place to start is to find out what type of salesperson you are. There are many books out there that claim to do just that, but, you may find it more valuable (and less costly) to simply ask those who know you. Ask this person how you may possibly improve the customer/agent relationship or communication role. Remember, constructive criticism is least welcomed from those who need it most. Perhaps even role play a sales pitch with someone. Ask them to make it difficult for you, that's when your true selling ability will shine.

Gather information

Many times, one will be surprised at just how many potential customers one can accumulate by listing those who they know or know of. Take some time to create a database of sort that you can compile potential customers in. If when contacting them, also ask if they know of someone who may be looking to buy or sell real estate and get that persons contact information. You would also now have a solid customer base to refer and add to as your career progresses.

Select a specialty area

This can be pretty easy, but again takes some effort on your part. A specialty area in real estate may be something like commercial real estate, condos, new homes, or even industrial. It may also be a geographical area or town. This advertising process stems from the idea of starting small, which, has worked time and time again. Let it be know to anyone and everyone you are the one contact when working in this area.

Be persistent but acknowledge such

Everyone knows sales agents can be overwhelming to try and make a sale. When being persistent (ie. calling, emailing, etc) let them know that you know you may be bothering them. This often makes the person realize that you have a good understanding of them and the situation. It also may provide a more personable tone that may develop into a trusting relationship.

Learn the difference between types of leads

A good measure to this would be the time in which the customer plans to purchase. Often you see other real estate professionals do just this using a time table. For example, 1-3 months is HOT, 3-6 months would be WARM, 6 months on would be COLD.

Know your listings

You will receive a call in the middle of your dinner asking about MLS number XXXXXX. Be ready to supply this information and answer all possible questions about the property.

Get your name out there

Find whatever possible means within your budget to get noticed.