By Shirleen Von Hoffmann President of Homebuilders AdvantEdge Copyright 2010
At Homebuilders AdvantEdge, we do a lot of Secret Shopping all over the nation. I consider the Secret Shopping aspect of my company my very own pulse of the market. I love doing secret shops myself, whenever I can, because it keeps me in touch with what the Agents are doing ribht and not doing at all. From a training aspect it keeps me in tune to what training the Agents need. Right now what I see most and my new mantra for the year is,”Creating Urgency in Your Self”. The most prominent issue we are seeing is that there is no Urgency in the Sales Teams.
You see many articles about creating urgency in the client. But how about starting at the source and Creating some Urgency in You?
7 tips to help Create Urgency in Your Self
Goals and Aspirations
Come up with goals you want to achieve for the year not only for your community but for your life and career. Really take the time to do this and don’t forget to spell out the action steps it will take to achieve these goals and aspirations. Make sure to calendar the action steps on your calendar to make sure they get done. Make a promise to yourself to fill each minute of every day doing something to achieve your goals and more sales.
Evaluate Your Self
Sit yourself down and have a reality check with yourself. Are you a positive person? Do people want to be around your energy? How good are you at what you do, are you the best? How hungry are you, are you constantly striving to make the sale doing whatever it takes? Are you really trying every day and giving your job your absolute ALL? Are you stagnant or thriving? When was the last time you took a class or perfected a skill you were weak at? When was the last time you did something out of your comfort circle? Are you doing something new and different each day to sell more homes? Are you doing things you didn’t consider to be in your job description before?
Make sure you make good notes during this talk with yourself and some takeaways so you can improve. Make sure to only take the positive, eager, hungry Sales Person to work with you each day.
Write yourself a new job description
Wipe out the old and bring in the new. Your new job should include all the things you need to do and things you need to change to be a number one producer. Make sure 80% of this list includes new duties you have not done before. You should be doing many new techniques, tasks and objectives to sell in this market compared to the market of five years ago.
Perfect Your Self
Constantly strive to perfect your art of the sale by doing reading, scripting, role play, seminars, and webinars to perfect your sales skills. There is so much free stuff out there, including my articles and blog, there is really no excuse not be the best. Practice, practice, practice makes perfection.
Also after each prospect visit, evaluate the visit and think about how it could have been better. Could you have done things differently to get a different, better result? This is a great tool to use to improve yourself and so easy to do. If you work with a partner you can do this evaluation for each other.
Come up with a marketing plan for your community. Including past visitors, buyers already living there, their family and friends, surrounding communities, past builder communities who may be ready for move up, employers in the area and businesses in the area and of course a group of Realtors.
Become the Expert
When people think about Real Estate, you want them thinking about, You. Become present in every organization, event and function that might help you become a better known Sales Person. Be involved in everything in and around your community to make sure everyone knows the fact that you are the one to come to when it comes to Real Estate.
Be Ready, Everyday!
Only bring the successful positive, eager Sales Person to work each day. You and your product must look ready to go; you must be”on” and look fresh. You must have your attitude in a place that creates urgency even when you haven’t had a sale in a month! Never portray “it’s a slow market” to a prospect. Never portray you or the builder are desperate to make a deal. That is not sales, that is giving away all your strategy and power.
Once you have built Urgency in Your Self then building Urgency in the Buyer is much easier and more fun.
Creating Urgency starts with the Sales Person, and becomes easy to relay to the buyer because its energy and it’s contagious. Energy is contagious when you have the right positive energy with confidence, the right skills and knowledge that you bring to work with you every day. Your buyers will feel that energy, react to it, buy because of it and remember YOU above all the rest of your competition.