Dmitry Kireev. 9 secrets peeped from the successful real estate agents

Work of the agent under the real estate, as well as any work with people, can bring:

1) pleasure, comprehension of prospects and the further benefits;
2) on the contrary, feeling of being drained, depression and absence of an opportunity to pay invoices.
How to make so that the first variant of succession of events was your variant, and you at all would not recollect the second? What is the difference between the agent happy with itself and his or her life with the impressive and constantly growing bank account and the hammered victim of circumstances and human injustice?
On the basis of long research of principles of the successful real estate agents and also representatives of other professions, it is possible to allocate some features, allowing helping to answer many other questions.
This article will open some secrets of successful people in the area and the income and satisfaction the work will help{assist} everyone who wishes to increase his or her professional skills.
Start to apply the new received knowledge right after perusals of this article, and you will notice with pleasant surprise, that your professional work goes uphill and surrounding people will discuss your success and search for the reasons of your good mood and a blossoming kind.
Yes, also do not forget to tell me how this article helped you, what of secrets was useful to you more than the others and in general about any your ideas and feelings in relation to this article. You can communicate with me on the website of Namibian NLP Center http: // www.nlpnamibia.com, by e-mail This e-mail address is being protected from spambots. You need JavaScript enabled to view it or by mailing me to the address of: P.O. Box 86065 Eros, Windhoek.

So, 9 secrets peeped at successful the real estate agents. Are ready?

1.    Immunity to failures.
As though strange it sounded, but even the most successful agents have unclosed transactions. But there is one difference in concerning to failures of successful people and not so successful. One of my clients I consulted on the construction of a department of sales, has very precisely formulated this difference: « Any problem is a finger which specifies a direction of the further work». If you look at a finger, you will see a finger, probably, you can notice, that it is not clean, and a nail is gnawed round. If you look in a direction which this finger points, you will see opportunities of the problem decision or of exception of its recurrence.
The success consists of not only the hundred-percent hits and the closed transactions when everybody is happy, presses each other hands and miss, set up for the further cooperation. And the success does not teach to solve problems and does not make you more prepared, strong and resolute professional.
Successful people remember the failures and in most cases they can tell to you about things they have learned from them.

2.    Pareto rule.
This is the universal rule which with small variations suits practically all businesses. Here it is: 20 % of your clients bring to you 80 % of money. The remained 80 % of clients bring the remained 20 % of money.
Successful agents make the careful analysis of the clients to allocate these best 20 % and to direct a maximum of efforts and time to them. It is dictated by common sense: why do you have to spend extra time to the client who does not bring money?

3.    Conversation in language of benefits of the client. WIIFM?
At carrying out of presentation if you monitor the reactions of the client (and I hope, that you do it, or your chances to close the transaction are low), you can notice, that during the certain moments he starts to miss and listens to you inattentively. And on the contrary, his interest sometimes becomes aggravated, and the sight becomes intelligent.
The secret of attraction of attention is simple and complex simultaneously. Instead of the story about your service, your company and the period of time you take the place in the market, you should speak about the benefits your client will get from work with you or by choosing a variant you offer.
Dan Kennedy in one of his books describes it as an constant question of the client: «What’s In It For Me?» Or, in abbreviated form, WIIFM? This question – is a subconscious or, sometimes, conscious filter, through which your presentation passes before reaching the clients brain.
And now I have a question for you: what the reason makes you speak about things the client is not interested in? The abundance of the unnecessary information is pertinent, if you practice the Ericsson hypnosis (for example, I do) and want to direct or to maintain a trance condition of a the client. But the using of hypnotic conditions during the sale process is unethically and can be damaging for your reputation. Communicate with me if you wish to learn more about the Ericsson hypnosis and the ways you can use it.
Conclusion: during the preparation of your presentation pay attention to the client’s benefits.

4.    The Meeting with two spouses instead of one
Almost everybody knows but for some reason usually forgets about this secret. If your client is married, suggest him to come to a meeting with his spouse. It will give you a guarantee that everything, that you tell, will reach the family council without any distortions.
One more merit of such tactics is that any objections which can arise at one of spouses, will arise at your presence, and you can process them at once.

5.    Record of objections and work on them during the meeting
When you have finished your presentation, described all the benefits of the client, you can be surprised very much if the client says: «Thanks, but it does not suit me» and wants to go away. The transaction is failed? Don’t rush.
Successful agents never let the client go so simply. They ask questions and make the list of that does not suit the client in their offer. And start working with this list while the client has not left. The main question here is «If we shall eliminate these 7 items, are you ready to sign the contract? ».
Such tactics allows you to offer the client the other variant according to his desires, or to offer any additional conditions to compensate the features making the client unhappy (the discount, the installments, some additional services, etc.).

6.    "Yes" or "No" better than «May be».
Successful agents always achieve the precise and unequivocal answer from the client. The transaction either is closed, or is unclosed. The postponed decision almost always is negative. Why do you have to spend the emotions and energy for hopes and expectations if it is possible to place points above «i» and to save your time and strength at once?
Secret: include the discount or a pleasant and useful bonus in the presentation if the contract will be signed right now. And if the client offers to postpone signing the contract take this bonus away. The valuable a bonus is, the better it works.

7.    The Help in decision-making
Your client almost always requires your help in decision-making. Therefore the dry facts which have been thrown out on the client during the presentation work badly.
Successful agents know how desirable it would be for the client to share the responsibility in the important decision-making. And they help him with stating of their point of view. Such support helps you to keep emotional contact with the client and to give him what he wants – the division of the responsibility.

8.    The post-sale support.
Probably, you’ll be surprised, but with the work with people who already have purchased something from you is much easier, than with those who haven’t. Besides, such people can purchase additional services if you have them.
And, what it is absolutely obvious, such people can recommend you as the true professional who is pleasantly and favorably to work with to their friends.
And here is the secret that will help you with the reaching of these goals. Already guessed? That’s right, it is the post-sale support. It can be made differently depending on your purposes and an ingenuity.
Anyhow, the letter sent to the customer after closing the transaction can bring you a lot of benefits. Write that he has made the right decision, signing the contract. What a foresight he has shown and what a pleasant impression on you he has made. Necessarily include all the advantages of your offer which you used in the selling presentation in the letter and add three-four more. Do not forget to put in your business card an envelope even if your client already has a dozen, and to assure the client in your willingness to consult him on any question related to your field of activity. That’s all. Seal an envelope and handwrite the address and a name even if you plan to deliver the letter by yourself. If the text of the letter can be printed, the address and your signature in the end of the letter should be made by hand. It makes your letter private and humanly warm. It is important.

9.    The Fine-tuned presentation and the Flexibility
Sounds strange, but the most successful improvisators never improvise. Never. Some of them just can’t do it or do it the worst way. Remember it and tell your friends: good improvisation is a result of careful and laborious preparation.
Your presentation should be prepared in the best way possible. And only in this case you can trust in your experience, intuition, feeling of a rhythm and all other useful skills, which you have developed in yourself at this moment to change something according to the way your client perceives your words.
Preparation of presentation includes not only the text directed on the awakening of the emotions you need. It’s also a timbre of a voice, a loudness, a gesticulation, a rhythm and the logical reasons proving these emotions. Difficult? Successful agents do it in the process of preparation for each presentation. Therefore they are successful.
But here there is small, but an important secret-in-secret. Once you will notice, that many hints that work with one client, can be inserted into the presentations for other ones. There are some common things working with everybody. But it is very important to add characteristic features for each separate client in this pattern. It makes your presentation well-aimed and conclusive.
In summary I wish to advise you to never stop in your development. It is the most important secret of success of all the top people in each business. The world varies constantly. And always there is a place for your perfection and growth.

I hope, you can allow 9 secrets of the successful real estate agents described above to lead you to success and to make your life better.
On all the questions mentioned in this article, and also on any of the enquiries connected with techniques of negotiating and sales, or the interpersonal communications, you can get a consultation, having sent me an e-mail to This e-mail address is being protected from spambots. You need JavaScript enabled to view it , having addressed to the form of a feedback on a site www.alphatek.biz or having sent me a letter to the address of: P.O. Box 86065 Eros, Windhoek.
Good luck!
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