3 Biggest Mistakes Sales People Make

Confused woman scratching her headWhen sales are rocking, business feels great. You are having fun with your clients, your making money, and life is good.

When sales are not happening, though, it can be pretty tough mentally, emotionally, and financially.

It’s easy to assume that if someone is struggling it is because they need more clients. However, I see a lot of agents with plenty of clients, but they are not converting them to sales.

They blame it on their clients and say things like:

“There aren’t any real buyers out there right now”

“My clients are just looky loos”

“They don’t know what they really want”

It’s easy to blame the client, but when I drill down, I usually find that it is the agent who is at fault. Here are the three biggest mistakes I see real estate agents, and all sales people make.

  1. Not having an initial client consultation. I know you are excited to show your buyer client homes, but it’s critical that you have a consultation meeting first. During this meeting you can:
    • Find out what your clients are looking for. When you are at your office or a coffee shop everyone is calm and less emotional then when they are going through houses. It’s easier to focus on what is most important to them.
    • Explain the buying process. Just because it makes sense to you, doesn’t mean they have a clue. Make sure they know how it works.
    • Explain how you work. This is important. You are a professional, not a taxi driver, this is the time to set that stage.
    • Find out what they want from you as their agent. It sounds silly, but it’s an important question to ask. It gives you helpful information and allows your client to feel heard.
    • It’s like the Apprentice on TV. Each week 2 teams compete in a business setting. The one that wins is invariably the one that took the time to meet with the client to find out their objectives before diving in.
  1. Viewing objections as obstacles. When a client starts throwing out objections, some agents go into full combat mode. However, they get so busy with their fancy “overcoming objection skills” that they often miss key buying signals. Objections are often the first buying signal a client will give. 99.9% of all buying decisions are made based on emotion and then we justify them with logic. Objections show you that the client has already “bought” emotionally, now they just need to justify the logic of it to themselves. So the next time your client starts bringing up objections, take a step back and let them talk. Chances are they will work it all out on their own.
  1. Concentrating on the CLOSE. This is the part of sales that makes my skin crawl. There are classes, workshops, trainings galore, all dedicated to the close. Getting someone to sign on the dotted line. If your sole focus is on the close you are doing it wrong. Closing is icky for both the closer and the closee. Sales is about relationships and opening doors for people so that they can get to where they ultimately want to go whether that is buying a car, a house, some shoes, whatever it is. If you build a solid relationship, they will close themselves.

You are closer to success than you think. If you keep finding yourself spinning your wheels, working long hours and not feeling like you have much to show for it, give these three tips a try.

 

Leave a Comment





Signup to receive Nicole's blog posts via email weekly:

Other Posts

Breaking News, 5am Doesn’t Have To Be A Thing

February 9, 2024

I posted a reel on instagram this week that got a surprising amount of feedback. Surprising in how grateful people were to finally have someone admit the truth. You don’t have to be part of the 5am club to be successful. Did your shoulders relax just a little when you read that? I hope so.…

Read More

What If You Could Create Our Own Luck? You Can – I’ll Show You

February 2, 2024

You know those agents – the lucky ones whose clients magically show up, and they always seem to be having fun while posting sales and having a life. The type of agent you wish you could be – someday. What if  YOU could be that person right now?? On the outside, luck can look like…

Read More

Focus on Connections, The Rest Will Take Care of Itself

January 26, 2024

This is your reminder to keep going and trust that things will work. It’s easy to be impatient and want to know how the story ends. Because if we know that, then we can get there faster and avoid making mistakes along the way. But that’s not how it works. And sometimes the mistakes are…

Read More

Let THIS Be The Year You Find Your Tribe

January 12, 2024

This is one of the biggest things most agents are missing in their business. But if you’ve ever been a part of a great mastermind and have a solid tribe you know that it’s one of THE best things not only for your business, but for your soul. We aren’t meant to do this alone.…

Read More

The Myth of January 1st

January 5, 2024

I was chatting with someone this week who mentioned that they were spending this week journaling, planning and deciding what they want to create in 2024. Sounds awesome! But their last comment got me – I know I should have done this sooner, but… Sooner says who? It got me thinking about all of the…

Read More

Metrics vs Joy

December 29, 2023

Ideally it’s both. But somewhere between the joy of dreaming into new goals, and attaching metrics (ie the how) things can go from creative to confining. In the ‘what if’ space – it’s easy to be creative. At this point the possibilities are endless.  There is no right or wrong, pass or fail. Actions and…

Read More

Give Yourself Grace and Shine Your Light

December 15, 2023

As we head into the last 2 weeks of the year Grace and Light are the 2 words that keep coming up. Whether this is your favorite time of the year, or one that you would be just as happy to skip – it’s a lot. It can be an intense time of celebration, reflection,…

Read More

Can I Really Have What I Want?

December 8, 2023

Seems like a simple question. Of course the reflex answer is yes. I can absolutely have anything I want. But deep down do you believe it? I just came back from a few days of business planning with 3 amazing agents. When we get together we go deep. It’s WAY beyond what we want our…

Read More

You Don’t Need To Know All The Steps – Just The Next One

November 30, 2023

Today is December 1st. Which means 2024 is right around the corner. No sooner do we finish celebrating the accomplishments from this year – we reset the counters to zero and look to create something new. We list our goals, envision our future and formulate action plans. All necessary parts of the process. But what…

Read More

When To Let It Be and When to Course Correct

November 17, 2023

I’m over here at my Dad’s still this week. I’ll be here for a total of 11 days. I love the time with him, but his internet is the WORST. I’m actually using my phone as a hot spot to write this post because the internet is so unstable. I’m all for taking time to…

Read More