How Real Estate Agents Can Develop A High Conversion Sales Process?

Updated: Mar 22

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One of the key lessons for a real estate salesperson is that sales is a linear process.

In other words, you should not come up with a radically new pitch, or attempt to “wing it” by being unprepared at a client presentation.

Rather, you would want to hone your presentations well, rehearse it alot and be ready to present it with or without materials on hand.

Here’s how to do it:

The concept of a linear sales process

A sales process creates a specific experience for your prospect.

It starts from the first impression that you make, carries on to the way they feel when you start proposing them solutions, showing them a property, and even beyond the point where they sign on the dotted line.

The process should be drilled until it is practically automatic, each time you meet a prospect (you’ll have to fine-tune or even remove parts of it as you gain experience, but you’re always working on perfecting the same process).

What you do not want to do is to have no fixed process, and end up improvising with each prospect you meet.

If you do that, your results become much more random and inconsistent, depending on your form for the day.

How would you know which part of your pitch works or doesn’t, if you do not apply it consistently?

The 5 Steps To Developing An Effective Real Estate Sales Process

· Have well-prepared materials ready

· Know your numbers and facts by heart

· Rehearse and Follow a pre-planned sequence

· Be ready to answer common objections

· Always follow-up

1. Have well-prepared materials ready

A slide deck or graph is more presentable than sketching things on napkins! Small details count, and show professionalism. This is the reason we have painstakingly created many Property Wealth Planning pitch decks and update it regularly for our agents.

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Examples of Property Wealth Planning series of pitch decks

Throughout your sales process, you will probably have pictures, charts, or other materials to show the client.

Put in extra effort to ensure that these are presentable, and always in your folder, on your iPad, etc.

This is particularly important for live demonstrations or charting tools, which some property sites offer. For example, some sites offer you a tool that will create instant charts to compare price movements, between projects.

Make sure you are fluent in using all your tools before a presentation.

Imagine how embarrassing it would be if you claim “Project X is the best performing project in the area”, and then turn on a live charting tool, only for it to prove you wrong (the data may have been different the week or month before, if updates are live).

This sort of situation has to be avoided at all costs. Run any such simulations or tools before your presentation.

Likewise, consider the quality of the materials you give a prospect.

Sheets of re-used A-4 paper lack professionalism; but print them on fresh paper and put them in a professional looking folder, and you may have a winning first impression.

Whether the materials are images on your tablet, or a physical handout, take the extra effort to ensure quality and familiarity in using them.

2. Know your numbers and facts by heart

You should be able to provide the key figures on a property – such as past transactions prices, rental yield over five years, t