As a real estate agent, your sales skills will determine performance, reputation, and ultimately, long-term success in the industry. The more proficient you are in managing and closing sales, the more successful you’ll be successful in building a lucrative career.
Whether you are in the early stages of your real estate career or looking to refine the way you approach clients, here are the nine real estate sales skills that you should know, learn, and adapt to stay ahead of the game.
9 real estate sales skills to include in your strategy
1. Have a business mindset
Successful agents have a strategy that focuses on running things as a business, not just a series of transactions. Instead of putting all attention into short-term wins, outline some long-term goals to achieve and create a plan to work towards these goals.
Overarching goals puts everyday tasks like generating leads and winning listings into perspective, as each of the little contributions directly build up into your idea of success.
Thinking like a business owner (even if you’re not one) also means reviewing past performance and tracking progress. Set monthly and quarterly goals, and regularly review your sales to understand where you might be falling short and how you can improve.
2. Build trust in the first meeting
As a real estate agent, you know that first impressions matter. Clients can decide within the first few minutes of a meeting if you are the right agent for the job. Building trust is more than being approachable or friendly – it’s about showing clients they can rely on you to represent their interests.
Practice active listening when speaking to clients during the first meeting. Ask clear questions and give clients space to explain their goals. Once the client feels confident that you understand their needs, they will be more open to suggestions from you on how to approach the sale, making the relationship easier to manage from day one.
3. Communicate clearly and often
Ongoing communication is what many clients expect – no one likes to be kept in the dark, as it creates a sense of uncertainty about whether progress is being made. With clear and regular communication, you can transform a one-time transaction into a long-term client, creating opportunities for repeat business or referrals.
Set early expectations on how often clients can expect updates, and what clients should expect at each stage of the buying or selling process.
4. Address objections quickly
Objections from clients are an inevitable part of the sales process. Whether it’s about fees, timing, or the condition of the property, the idea is to address objections as soon as possible.
When experiencing pushback from clients, try to acknowledge the concern without being defensive. Remember, you’re the real estate expert – part of the job is to find solutions for clients that align with ideal outcomes.
Reframing the conversation is an effective sales skill for managing objections. Instead of focusing on the negatives, bring the conversation back to how the purchase or sale can meet their desired outcome. Offer objective advice, such as weighing up the pros and cons for clients to help clarify any value that has been missed.
5. Create a personal brand
When you are recognised for expertise in a certain area or brand, you’ll begin to attract the right clientele.
Focus on marketing yourself with a personal brand and a real estate USP that clearly communicates who you are and what you offer to potential clients. Use social media to establish an online presence and combine it with traditional approaches, like signage and networking events, to increase your visibility.
6. Focus on high-impact work
Spending too much time on administrative or trivial tasks is a common trap for beginner real estate agents. While it’s true that administrative work is a necessary part of your day-to-day life, it should not take up time for activities that drive growth and sales.
Prospecting for new leads, calling clients, and facilitating negotiations are examples of high-impact work that will move the sales process forward. If you find yourself stuck on administrative tasks, consider outsourcing them with a real estate assistant or an online platform so that you can focus on securing sales and providing value for clients.
7. Know the market inside out
The real estate market is constantly changing, making it essential for real estate agents to keep a close eye on the local market. Changes in the number of days properties spend on the market, median house prices, and current housing stock levels will inform you of which way the market is heading.
Pay attention to external factors like changes in interest rates and future development plans in the local areas that can impact client decisions to buy or sell. Staying abreast of the current market trends also positions you as a real estate agent who is ahead of the curve, something that clients often look for.
8. Build a reliable network
Stay active in the industry by connecting with other real estate agents, mortgage brokers, conveyancers, and builders. Building a professional network allows you to leverage connections to deliver a more professional experience for clients.
Referrals, partnerships, and repeat clients all rely on strong relationships with real estate professionals and supporting services. The more connected you are, the more opportunities for sales will be available to you and your clients.
9. Continue learning
The most successful real estate agents are always on the lookout for ways to improve their sales skills. Even seasoned real estate agents need to adapt to changes in the market and buyer expectations.
Be proactive in seeking out professional training courses or mentorships to sharpen your sales skills. Training like Entry Education’s sales skills for real estate agents course provide new and seasoned professionals with strategies tailored to today’s competitive market.
If you are committed to achieving your real estate career goals, this course will help you gain the confidence and skills needed to secure real estate sales. Sign up with Entry Education today and learn at your own pace under the guidance of industry experts.
