How to Close Clients

Starting up in real estate can be daunting. Most agents get their license and then do not know what next step to take. They wonder whether to start cold calling, start running Facebook ads, do open houses or even start knocking on doors. This dilemma is the reason so many agents end up making costly mistakes that put most of them out of business. While there is no all-solving solution to getting sales, it is possible to generate leads from day one of starting your real estate business. In this article, we tackle four of those strategies and how they can help you build your business.

Convert Yourself Before Converting Others

Successful sales is all about converting leads into customers. Most agents spend years trying to master this art but miss a crucial step, they have not converted themselves first. What do I mean? You see, to convince someone, you must first be convinced about what you are saying. You must have a deep-seated conviction that what you are doing is right and is what you want to be doing at that very moment. It’s not about fishing for a sale or just testing the waters, it’s about talking the talk and walking the walk. If this is not you, you need to take some time to have a sales call with yourself. Find out your motivations for selling homes, uncover internal objections and how to overcome them and then close the sale by resolving to do all it takes to become the best real estate agent you can possibly become.

Use Memorable Branding

A headshot, website and business cards are hardly what you can call memorable branding. Branding is more about the emotion behind the brand than the brand itself. Before you order those cards, ask yourself what you want your brand to stand for. Honesty and integrity? Cutting edge sales and marketing systems? Most experienced? Most knowledgeable? All these are branding guidelines that will direct the rest of your branding exercise. Once you have this in place, look for design visuals that communicate this. After doing this, it’s time to become your brand. Yes, wherever you go, let people see your brand and what your brand stands for. Remember, once you have a strong and recognizable brand, the brand will start generating business for itself with zero input from you.

Keep Doing More of What Makes You Uncomfortable

In any business, in fact, in life, people are loath to do anything that is uncomfortable. This happens even when there is a clear correlation between doing that uncomfortable thing and getting a favorable outcome. Perhaps it is because humans are naturally creatures of comfort. This presents a unique opportunity for anyone willing to do hard, uncomfortable things to differentiate themselves from the pack. In real estate, it’s the agents who make over twenty calls a day that win; it’s the agents that keep calling a lead for one year straight that win; it’s the agents that are willing to do the tough legwork to knock on physical doors that win. These are hard things and most agents simply will not do them. Just by committing to do some of them, you will already be well ahead of your competition.

Follow up, follow up, follow up

The last thing extraordinarily successful agents do to sell more is they follow up. As most coaches and experienced agents will tell you, the dollars are in the follow-up. This may seem obvious, but most agents neglect to do this, and it ends up costing them sales. The reality is that there are marketing campaigns targeting the leads in your database so if you do not follow up on them, someone else will take their business away from you. As long as you have leads in your pipeline, keep calling them and following up. It may take a year or even two years, but you can be assured that if they are not yet ready to sell, they will be willing to recommend you simply based on your persistence and dedication.

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