
Limited beliefs are detrimental to sales performance and are strongly rooted in 84% of real estate professionals. We all tend to have certain beliefs about ourselves. The beliefs that empower us, and the limiting beliefs that dis-empower us. Those stories we tell ourselves about what we can and can’t do. Or the stories and beliefs about why we can’t do something. Although non-justified, these beliefs are accumulated over time through experiences, and are often used as excuses for lack of results.
These negative ideas can, and must, be replaced with new beliefs that support your desired performance in sales and allow the salesperson to perform the sales process effectively.
Our thoughts and beliefs influence our actions, and our actions lead to outcomes.
1) I Don't Have Time For Prospecting.
Over the year, I have heard this most common belief in real estate. Yes, it is a demanding activity and requires lots of perseverance and the ability to withstand a lot of "no's."
New empowering belief that supports performance in real estate sales: prospecting is essential to achieve my personal goals.
2) It's normal for prospects to bring up objections.
Unless you have built rapport and even than, for most real estate professionals, managing objections is a recurring and anticipated phase of the sales process. They are prepared for objections to come up in their conversation with the prospect.
Look at it this way, an objection is more or less an opportunity to build rapport and to ask the relevant questions that will allow for deeper conversation and to determine the client's real problems.
New empowering belief that supports performance in real estate sales:I believe that objections will allow to build better rapport.
3) If potential clients know someone that is a real estate professional.
The concept of 'knowing someone' is quite relative, and it won't have the same meaning in terms of context. This belief is very present because questioning a client's 'knowing someone' requires specific skills.
Whether or not the above is true, finding out what makes the prospect happy with their current salesperson will help you tremendously. When this is done from an informative purpose, you start to understand if all the prospect's needs and problems are being met at the present time.
New empowering belief that supports performance in real estate sales: I need to ask questions and understand what determines my prospect's satisfaction.
4) I can't sell without without a presentation.
A presentation doesn't make the sale! What makes a sale is your ability to ask relevant questions to identify the prospects desires and problems, to understand and prompt the sale. Presentation doesn't do this, it only presents your services.
Presentation is somehow an enemy rather than an ally of representatives. The visuals make the real estate professional embark far too early in presentation mode, even before having identified a problem, the cost and consequences associated with it, the compatibility between you both, the decision process, and so on.
New empowering belief that supports real estate sales: I must present only when I have built enough rapport
5) I must disclose my commissions to help prospects decide.
When we present our commissions to prospects that are not ready to make an actual decision, in most cased, the prospect will simply use it to shop with the competition. By giving out this information to early, you allow the prospect to base his decision on pricing (and ask for discounts) which is a non-emotional factor.
New empowering belief that supports performance in real estate sales: The prospect does not need my commission to decide. I must help him make his decision before providing my commission.
Finally Thoughts
We all have limiting beliefs that stop us from achieving our dreams and goals. In order to identify and change those beliefs, you need to work on your awareness. The secret is to become accountable and take resposbilty for the beliefs you created. Ultimately, you want to practice recognizing a limiting belief and reframing it to help you take a step forward. Change starts within you.
A detailed evaluation can precisely identify these restrictive beliefs, as well as the underlying issues of them. Having strong supportive beliefs is one of the key elements that play an essential role in sale performance.
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