How to Sell More Real Estate Through Productivity

If you sell real estate, you’re probably one of the busiest people you know. It takes a lot to sell real estate. Most people don’t know half of what happens in a real estate agent’s office, but you do. You also know that how many of your properties you sell, and how quickly you sell them, depends heavily on how quickly you work and how productive you are. Keeping that in mind, here are a few tips on how to be productive in the world of real estate, with the goal of selling more properties.

More efficient workflow

This concept is a little confusing, especially at first. This is partially because it means something different for everyone. For some, efficient workflow means keeping everything as simple as possible, completing one task at a time. Others take the multitasking approach. Some complete tasks in a logical or chronological order, others prevent lost time by completing whichever task is closest, or whichever is on their mind. All of these strategies are acceptable. Efficient workflow is not about finding the right answer, it’s about finding what works for you.

More efficient communication

Working in the world of real estate requires a lot of communication. In some cases, the majority of the job is talking with buyers and sellers, as well as a few others, in order to work out problems and close deals. In a less efficient environment, this communication can waste enormous amounts of time. Of course, the communication itself is just as important, but everything that goes along with it, like the extraneous conversations and the missed connections, can be the enemy of productivity. If you consider yourself to be moderately skilled with technology, favor e-mail when the client doesn’t show a preference. This allows you to say what you need to, when you need to, and without interruption. It also creates a record, so if someone forgets what was said, they can simply look it up rather than having to ask to have it repeated. Phone calls are fine, but make sure you have a plan before you call. Once you’ve made sure that you have answered all of the client’s questions, don’t be afraid to end the call. And if you expect a discussion to take a while, invite the client into your office. Speaking face-to-face will allow you to better understand each other, reducing mistakes. Set a time limit on the meeting, so that you don’t spend more time than is necessary.

Automation

As much as you can, set up things to take care of themselves. Consider an auto-response for when someone sends you an e-mail. Answer the questions you are most commonly asked on your voicemail introduction. This will eliminate many calls and messages that simply become a waste of your time.

Clarity

A real estate agent is, in essence, a salesperson. Most agents act the part, which means they do little things to encourage a sale. For example, some words or thoughts may push a client towards buying, while other’s may scare them away. Both may be the truth, and neither are immoral, but when it comes to productivity, it’s best to be as honest as possible. Leaving something out will only waste more time until they inevitably find out, while telling them upfront will allow them to look elsewhere, and free up time for you to work with another more promising client.

Organization

For most people, organization will save immense amounts of time. Consider keeping physical or digital files on every client. Record what they’re looking for, how long they’ve been looking, and anything else that you think might be helpful to you at some point.


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