Uploaded byMerito Real Estate Services
Sales Training - Real Estate
The document discusses essential qualities and strategies for success in real estate, emphasizing the importance of proper sales planning, prospecting consistently, and establishing trust with clients. It outlines the role of various digital marketing platforms like WeChat and LinkedIn in connecting with prospects and showcases how to effectively communicate with clients. Additionally, the document provides insights into the sales process, including pricing, handling objections, and maintaining long-term relationships.
Sales Training - Real Estate
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- 4. www.b2bcompany.com • No authorityto sell • Stubborn seller and buyer • Stubborn cooperating broker • Overpriced property • Presence of nuisance parties in briefing or tripping • Problematic ownership • Encumbrances, unsettled taxes, etc. • Seller places a for sale sign in the property • A lot of competitors • Phone, laptop, vehicle • Broker is lazy, no concentration of purpose, lacks skill
- 5. www.b2bcompany.com Qualities of areal estate salesperson
- 6. www.b2bcompany.com • Ambition ordesire to succeed • Hard worker, with persevering attitude • Focus on what he is doing • Enthusiastic – skill is useless for a lazy person • Friendly – interest in people, networking ability • A good salesperson knows how to feel what their customers really needs • Trustworthy, honest, confident • Generous, & prayerful
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- 8. www.b2bcompany.com Everything requires youto take out time and think things through, set goals and objectives, create a plan, and then implement that plan to achieve them.
- 9. www.b2bcompany.com • Prepare yourself •Checklist • Leads • Listings • Calling clients • Sending e-mail updates Sales planning is important because it helps your foresee potential risks so that you can try and mitigate them beforehand. It not only helps you formulate a battle plan but also puts you in control by helping you determine your product’s current status, where you want to take it, and how you will take there.
- 10. www.b2bcompany.com Sales planning alsoplay an important role when a product is being offered in a variety of markets. It helps you devise strategies according to the culture, needs, and requirements of each consumer market.
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- 12. www.b2bcompany.com Appearance is yourfirst impression, which makes dressing the part so important.
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- 14. www.b2bcompany.com 1. Clients 2. Prospects 3.Networks 4. Properties
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- 18. www.b2bcompany.com To create apipeline of real estate prospects that will grow and sustain your business, you have to PROSPECT every day.
- 19. www.b2bcompany.com Making a bunchof calls for two days straight and then nothing for a week won’t cut it.
- 20. www.b2bcompany.com Instead, you needto treat prospecting the same way you would any other important appointment.
- 21. www.b2bcompany.com Clear your scheduleand focus entirely on it.
- 22. www.b2bcompany.com At the endof each day, evaluate your prospecting efforts and set objectives for the next day.
- 23. www.b2bcompany.com Getting new clientsin real estate is a large part of your job at first.
- 24. www.b2bcompany.com How to getclients and where to find them.
- 25. www.b2bcompany.com • House toHouse or saturation drive • Open houses • Advertisement (Internet, for sale sign, newspaper) • Thru sales agents • Thru referral system • People with capacity to pay • Relatives, friends, neighbors • Doctor’s offices • Market places • Commercial property owners
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- 42. Fortune port EnterprisesLtd. SC World Development Group Ltd. Golden Dragon Empire Ltd. VIP Global Solutions Ltd. MG Universal Link Ltd. AG Interpacific Resources Ltd. BBIN International Ltd. Eastern Hawaii Leisure Company Ltd. PT Transpacific Company Ltd. OG Global Access Ltd. Dynamic System Ltd. Leading Reward Ltd. Kingwell International Group Ltd. Defun Global Investment Ltd. Inner Strong Ltd. Four Leaf Technology Inc. New Wave Infotech Ltd. Most Success International Group Ltd. Xionwei Technology Co. Ltd. Inc. NewLink Pacific Ltd. Pride Fortune Ltd. OLE Group International Ltd. Prestige IOM Ltd. Wilshire Worldwide Company Ltd. Wanfang Technology Management Ltd. Giant Gains Solutions Inc. Full Strength Trading Ltd. Swanston Asia Inc. Don Tencess Asian Services Solution Inc. Vertex Digital Entertainment Technologies Inc. Hyper Sports Media Ltd. Winherld Entertainment World Ltd. Blue Frog Contents & Support Inc. Jolie Investments Ltd. Sohu Expert Int’l Management Solutions Inc. Micro Info Systems Ltd. Far Eastern Capital Limited AG Interpacific Resources Limited BBIN International Limited Bluefrog Contents and Support Inc. Cosmic Ace Holdings Ltd. Defun Global Investments Ltd. Don Tencess Asian Services Solution Inc. Dragon Wealth System Inc. Dynamic System Limited Eastern Hawaii Leisure Company Limited Oriental Game Ltd. Far Eastern Capital Ltd. Marco Polo Enterprises Ltd. Imperial Choice Ltd. Libo Consolidated Ltd. Smarc Group International Ltd. Ximax Holding Ltd. Puerto Galera Holdings Ltd. King Rich International Group Ltd.
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- 44. www.b2bcompany.com Real Estate Flyer WeChatAds Facebook Cover Social Media Templates E-mail Templates Infographics Posters Documents PDF LinkedIn Cover Business Card Presentation Instagram Templates
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- 65. www.b2bcompany.com Email connects youto your customers. An email newsletter gives you the opportunity to showcase your brand’s personality, helping distinguish you from your competitors. And much like meeting people in the real world, the more they get to know you, the more trust and loyalty they’ll feel toward your brand. And that’s a sweet spot for marketers—it’s where repeat sales happen.
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- 67. www.b2bcompany.com Monthly Active Users:1.08 Billion (Q3 2018) Average Daily Active Users: 619.6 million (Sep 2018) DAU of WeChat Mini-Programs: 200 million (Nov 2018) WeChat Penetration Rate: 85.5% (Oct 2018) The Chinese use the WeChat app for restaurant bookings, flights, making investments, shopping, paying bills, hailing taxis, transferring money, creating posts on their Newsfeed (called WeChat Moments), etc.
- 68. www.b2bcompany.com Networking Online Resume Connect toprospects Find companies Join groups Send direct message to prospects More than 5.2 active LinkedIn users in the Philippines More than 12,000 profiles living in China Total Number of LinkedIn Users: 630 million Total Number of Monthly Active LinkedIn Users: 303 million Total Number of LinkedIn Users from the US: 177 million
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- 72. www.b2bcompany.com Monthly Active Users(MAU): 446 Million (Dec 2018) Average Daily Active Users (DAU): 116.7 million (Sep 2018) Average Visit Duration: 8 minutes 48 seconds (Dec 2018) Penetration Rate: 34.3% (Oct 2018)
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- 76. Repeat Sales and referralsProspecting Preparation Approach Presentation Handling Objections Closing and Follow-up SALES PROCESS
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- 78. www.b2bcompany.com Barely, prospective clientwould not buy a property without seeing it personally or thru a representative.
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- 93. www.b2bcompany.com Selling Price VAT orNON VAT OTHER CHARGES TOTAL CONTRACT PRICE
- 94. www.b2bcompany.com 1 Bedroom Unitwith Balcony Tower 2 Facing East/Manila Bay Turnover: Q3 of 2022 PHP 2,900,000 Other Charges 6.50% Cash Discount 10% Deferred Discount 1% 1. 20/80 2. 10/10/80 3. 30/70
- 95. 2 Bedroom Unitwith Balcony Tower 3 Facing BGC Turnover: Q3 of 2021 PHP 6,200,000 Other Charges: 6.50% VAT 12% Cash Discount 10% Deferred Discount 1% 1. 20/80 2. 10/10/80 3. 30/70
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- 97. www.b2bcompany.com Identify and reachdecision makers early in the sales process.
- 98. www.b2bcompany.com Establish trust andbuild the relationship early in the sales process to reduce negotiation friction later.
- 99. www.b2bcompany.com Learn to clearlyidentify and, when possible, quantify the value of the solution as differentiated from competitors.
- 100. www.b2bcompany.com Prepare by knowingin advance exactly how low they can go and still result in a win-win situation for all parties. This will ensure they don’t make promises in the heat of the moment that they later regret.
- 101. www.b2bcompany.com Stay calm, confidentlystand their ground, and maintain a partnership approach to the conversation—even if the prospect takes an adversarial stance. Remember that the goal is to develop long-term relationships that benefit both parties.
- 102. www.b2bcompany.com Sales professionals shouldstep back and listen carefully for what the prospect really wants. Probing
- 103. www.b2bcompany.com Starting with asmaller initial commitment in order to build trust Providing more favorable payment terms
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- 106. www.b2bcompany.com 1. Price 2. Location 3.Unit Size 4. Traffic 5. Condominium Title
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- 108. www.b2bcompany.com • Thru repetitionyou gain retention like closing techniques • Always prepare yourself with documents like reservation agreement, intent to buy, contract to sell, deed of sale, list of requirements, etc. • Always put yourself in the shoes of the buyer – BE HONEST!
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- 111. www.b2bcompany.com Pay Reservation PHP 50,000 SignBooking Forms RESERVATION Submit Documents Passport Copy, ID REQUIREMENTS Down payment payable Before turnover of the unit. DOWNPAYMENT Application of bank loan before turnover of the unit. BALANCE After loan approval, developer will turnover the unit. RECEIVE KEY Investment earning thru rentals. EARNINGS NOW AFTER 30 DAYS 1st MONTH BANK LOAN TURNOVER ROI INVESTMENT PROCESS
- 112. Repeat Sales and referralsProspecting Preparation Approach Presentation Handling Objections Closing and Follow-up SALES PROCESS
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