Residential Salesperson FastTrack
Introduction
Real estate is an amazing industry that can often be fun, immensely rewarding and also provide you with the freedom in your work, home and life balance that you may have always searched for.
But make no mistake; it takes a lot of hunger, determination, commitment, resilience and good old-fashioned hard work.
For most, once the thrill of real estate gets in your system it can be quite addictive.
It is often perceived that real estate is all about driving fancy cars, standing at open homes and collecting the big dollar commission cheques… And yes, whilst it may sometimes seem that way (and it would be nice if that was always the case), the harsh reality is that it couldn’t be further from the truth.
Real estate has an extremely high failure rate. It may seem surprising to most, that the percentage of people that don’t make it through to their first anniversary within the industry is actually more than 80% of people who start in real estate.
Insane right?
There are many reasons for this unfortunate statistic. It’s often that people try to start within the industry with the minimal investment into their career; the simplest of qualifications, the lacklustre training and merely the regulatory industry, legislative understanding as a basis of their overall “knowledge” as a real estate agent.
Fear not; as with our professional guidance, advice, assistance and support – we endeavour to “flip the script” and make far more industry success-stories with our successful students.
Yes, simply completing a Google search will provide you with numerous opportunities for engaging in a real estate qualification, with the majority of them at a fraction of the cost of the REQ program.
So what’s the big difference?
Simple answer: The regulatory industry qualifications will essentially set you up so that you don’t get sued; it teaches you what forms to use, when to use them, how to complete them and where to write your name…simple right?
The really insane part is that most salespeople believe that this basic “introductory qualification in real estate” is more than enough to provide them with not only successful employment, but ongoing career success within the industry.
The analogy that we like to use here to best explain it is:
“If you were a builder, the industry regulatory qualification is like your hammer and nail-bag. It’s essentially your “tools of trade”. Unfortunately though, being provided just the hammer and nails doesn’t actually teach you or show you how to actually build a house does it? NO. To presume that by simply just having the tools of trade and no actual training, knowledge or skills; that you’re able to complete the role effectively and to the best of your ability, without the house falling over and your inevitably failing – is actually quite unrealistic at best.
Therefore, the REQ‘Fast Track Agent’Training Program is what we call your map, plans, blueprint and pathway to success.
With this information, we will show you exactly how to position the timber, how to hold the hammer, where to put the nail, what step to take next and ultimately how it all “goes together” so that you’re able to actually employed to build the house, finish the job, make it a success and ensure that you’re getting paid”
So congratulations on taking that first step towards your career success with this training.
Many people starting in real estate really don’t know what they are in for. They’re often initially “dazzled” by the industry superstars and think that they’re going to waltz into an office, property listings will simply appear from ‘thin-air’, they’ll quickly and easily sell them and they’ll make a million dollars.
Most really aren’t ready for how hard it will be to simply gain successful employment; to enter into one of Australia’s most competitive industries and strive as a relative success – even to just exceed the median annual industry income.
In a lot of cases, many people give up just before the fruits of their labour blossom… right before the hard work starts paying dividends.
Upon completing the REQ ‘Fast Track Agent’ Training Program and it’s associated learning material; you will be more aware of what it takes to actually succeed – the duration it may take before you’re actually reaping the rewards and what steps to follow to ensure that you’re providing yourself with the very best chance of obtaining that career success you strive for.
Learning Outcome
At the completion of these modules you will know the following:
- Identifying Clients (Sellers)
- Understanding Behavioural and Personality Profiles
- Understanding Body Language and Verbal Tonalities
- Working with Buyers – Where to find them and what to do with them
- How to Prospect – Where, When, How, Why, What, Who
- Overcoming Objections – Buyers, Sellers and Everyone in between
- Negotiations – Appraisal, Listing, Contracts and Advertising
- Professional and Personal Accountability Program – How to get the results
Identifying Clients (Sellers)
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Getting to know your marketOne of the first ways to identify Sellers in your market area is to “drive your area”.
Whilst this may seem like a somewhat basic process, if you know what to look for – you’ll quickly be able to identify potential clients. Getting to know your market is an intrinsic role in being able to identify sellers within your market.
Getting to know your market
What should you know about your market?
- What is the average selling time for a property in your area? In other words, what are the average Days on Market?
- What is the average selling price for a property in your area?
- How many properties sold last year in your area?
- How many properties are currently on the market in your area?
- How many agents are actively selling in your area?
- What is the market share of your agency in your area?
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Getting to know your market -
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Mastering your state for non-verbal communication
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Emotional logic
Understanding Body Language and Verbal Tonalities
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Understanding Body Language and Verbal Tonalities
What makes non-verbal communication so important?
Most people (myself included) think that selling begins when you start talking about your offer, but…
The sales process actually begins from the moment your prospect sees you in person or hears your voice over the phone, creating that all-important first impression in their minds.
Their first impression of you is established in the first four seconds!
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Mastering the multiple forms of non-verbal communication
Mastering the multiple forms of non-verbal communication, i.e. tonality, body language, and facial expression to keep your prospects’ attention can be pretty difficult since they happen involuntarily/subconsciously most of the time.
Like regular people, you don’t usually pay attention to the way I speak and move; well, we hope you will once you complete this program.
For you to overcome the involuntary nature of non-verbal patterns, you need to first know that your state influences your non-verbal communication.
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Emotional Logic
Never forget that people make decisions based on emotion first and then justify it with logic.
This is especially true with disposable income.
If you buy a Mercedes it’s because it probably makes you feel important but you will justify it with logic.You will say it increases your sales because clients see the car, it has good resale value, its a very safe car etc….
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Understanding Body Language and Verbal Tonalities
Understanding Behavioural and Personality Profiles
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Introduction
Personality is who we are while behaviour is what we do.
Can you identify your prospect’s preferred communication style?
How does using DISC Profiles in selling make you more successful?Sales professionals are well-trained in techniques such as prospecting and closing a deal. Regardless of how successful you already are, you can continue to develop skills that improve your sales interactions. One way is by focusing on DISC profiles in selling.
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Why use DISC profiles in selling?
DISC profiles can help us better understand our preferred way to interact, but how can we focus on DISC profiles in selling?
We need skills that help build rapport, quickly understand and communicate with our clients and prospects at a level they are engaged and comfortable. Thus, they are more likely to listen to us and close the deal. We can use the DISC tool to enhance our skills.
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Sales is a competitive sport
Selling is a highly competitive field.
The competitiveness is often more critical and pronounced than any other field.Sales professionals are constantly looking for a competitive advantage. When calling on a prospect you may only have once chance to move the sales process forward. If you don’t do well then the sales process is over and your competitor will come in and close the deal.
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DISC is an important tool for sales professional
People often times fall into the sales profession, they sometimes don’t seek it out.
As college students, we are often trained in marketing, accounting, and business, but we have less or no emphasis on sales skills. Sales is a profession, just like a medicine. We expect our doctor to stay current and up-to-date; otherwise we would choose another doctor.
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Simple steps to incorporate DISC profiles into selling
DISC explains how we do things. When we talk in terms of selling, DISC helps explain how we sell.
Once you understand the basics of DISC you can apply it in all areas of communication. These are the same 4 steps to effective communication that we focus on in any interaction, but we reframe it into the context of selling.
Our clients like the ease in which we can transition this model to all aspects of communication.
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Enemies of Behavioural Modification
One of the greatest challenges that salespeople face is pressure.
The salesperson feels the need to make a good impression and close the sale.
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Assumptions and auto-piloting
Salespeople make often assumptions too quickly or make general assumptions that can get them in trouble.
For example, when speaking with buyers, we often assume that they make buying decisions the same way we make buying decisions.
However, people have different ways of making buying decisions. You need more information and observation before you can make decisions about your prospects. -
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Identifying the Prospect’s DISC Style
DISC prospects are not the same.
The DISC Global Statistics info graphic shows overall distribution of DISC profiles. Let’s say you are an I-style. If you sell only within your I-style comfort zone then you should be successful approximately 30% of the time. However, you may be leaving out 70% potential prospects.
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Tips for using DISC profiles in selling to the D-Profiles
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Tips for using DISC profiles in selling to the I-Profiles
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Tips for using DISC profiles in selling to the S-Profiles
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Tips for using DISC profiles in selling to the C-Profiles
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Final thoughts on using DISC profiles in selling
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Understanding Behavioural and Personality Profiles
Working with Buyers – Where to find them and what to do with them
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Working with Buyers – Where to find them and what to do with them
Buyers are obviously a very important part of our business, without them there could be no sale!
Therefore our sellers need them and so do we.
Whilst this seems like common sense, in our industry many salespeople seem to miss the service that is fundamentally required for a successful buyer experience.
So why do most agents neglect buyers?
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Working with Buyers – Where to find them and what to do with them
How to Prospect – Where, When, How, Why, What, Who?
Overcoming Objections – Buyers, Sellers and Everyone in between
Negotiations – Appraisal, Listing, Contracts and Advertising
Professional and Personal Accountability Program – How to get the results
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Professional and Personal Accountability Program – How to get the results
No matter what model you use, what business plan you’re embarking on this year, or what software system is powering you… They will not help your business if you do not have a culture of accountability instilled in yourself.
Let’s define accountability, according to BusinessDictionary.com:
“The obligation of an individual or organisation to account for its activities, accept responsibility for them, and to disclose the results transparently. It also includes the responsibility for money or other entrusted property.”
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Set Clearly Defined SMART Goals
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Three Types of Accountability
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10 easy ways you can start to manage yourself today
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Professional and Personal Accountability Program – How to get the results