Real Estate & Property Sales Training

By GERARD ASSEY

This book:'Real Estate & Property Sales Training' is uniquely designed to help transform you into a Master 'Real Estate Sales Advisor/ Consultant' by helping you discover the secrets that drive the top world's Real Estate Professionals- enabling you to gain a full understanding of the selling process, including the importance of being well organized, while working through 12 Master Keys that will Equip and Enable you standout as: 'T.H.E. G.R.E.A.T. S.T.A.R.'
As a Real Estate Professional, you are the person that brings 'Hope' and holds the Master KEY to many people's dreams. But for that key to work, you personally need these 12 Master keys! The constellation has a galaxy of stars that are numerous and countless, but among them are just a few that are the brightest and even have names. So also, this business of real estate is flooded with different types of people, many that are unprofessional in their approach with customers, by adhering to wrong practices just to get that immediate business-impacting the image and credibility of this profession overall, whereby the end buyer is now skeptical when having to deal with a real estate advisor/ consultant. But the good news is that you could be that small percentage that shines bright and stands out as the great star- and that is my hope and desire that this book will help you achieve. To stand out as THE GREAT STAR!
 

• Language: English
• Publisher: GERARD ASSEY
• Release date: Mar 13, 2023
• ISBN: 9798215482186

Book preview

Gerard Assey

Real Estate & Property

Sales Training

By

Gerard Assey

© Copyright 2023 by Author

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Published by:

Gerard Assey

19/18, Palli Arasan Street

Anna Nagar East

Chennai - 600 102

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All Rights Reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means- electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system, without prior written permission from the author.

(Image courtesy by: mastersenaiper from Pixabay. Thank You)

Table of Contents

✓  Introduction

✓  How to Get the Most out of this Book

✓  Key Attributes of Top Real Estate Advisors/ Agents

✓  Why must Customers use YOU as their Agent/ Advisor?

✓  The Master 12 Keys to Equip & Enable You Standout as T.H.E. G.R.E.A.T. S.T.A.R.

✓  T-Trust-The Foundation Pillar

✓  H-Habits, Attitude and Mindset

✓  E-Ethics, Esteem, Etiquette & Grooming

✓  G-Gather Information (Preparation and Planning)

✓  R-Revealing Questions (Understanding their Needs)

✓  E-Explain, Enlighten, Engage, Enthuse & Excite Customers about your Property

✓  A-Answer Customer’s Concerns and Objections

✓  T-Techniques to help customer’s ‘buy’...as people, hate being sold!

✓  S-Service Exemplary

✓  T-Testimonials and the Power of it!

✓  A-Action Post-sale: Your Promises and Credibility to Promote Advocacy

✓  R-Relationships leading to Referrals

✓  Bonus: Networking Skills

✓  Handling Turn-downs/ Rejections and Keeping Yourself Motivated!

✓  Taking this Forward- The Final Word!

✓  About the Author

Introduction

The real estate business is one of the most globally recognized sectors, with the construction industry ranking third among the 14 major sectors in terms of direct, indirect and induced effects in all sectors of the economy. It comprises of four sub-sectors - housing, retail, hospitality, and commercial. The global real estate market size was valued at USD 3.69 trillion in 2021 and is expected to expand at a compound annual growth rate of 5.2% from 2022 to 2030. The market is expected to grow massively, due to the rising population and a desire for personal household space.

So as a Real Estate Advisor/ Consultant, while there could be times of challenges, there is no doubt a floodgate of immense opportunities that is ready to be opened up. And are you ready for this?

As a Real Estate Professional, every day, you have a choice to make-Not just Today. Not only Tomorrow. But in fact, you make important decisions every day you work as a real estate consultant, until the day you retire from the business. Each and every day, you have one of the greatest opportunities in front of you; opportunities to provide ‘Hope’- as you are that person that holds the Master Key to many people’s dream. But along with this, comes challenges- to choose between Right and Wrong, Ethical or Unethical, Fair or Unfair, being Respectful or Disrespectful- and every time you meet with or talk to a prospect, a buyer or a client...you will be faced with one or all of these choices. And this can be the deciding factor on which your business, career, or future, will move! It’s either failing miserably by a destroyed image and reputation or catapulting your business and future career to greater dimensions of success by standing out as a true Real Estate Professional!

Many real estate personnel love to call themselves as professionals, but few really act by carrying themselves in that manner. The unfortunate reality is that the general public thinks that anyone selling something cannot be trusted- and it undoubtedly comes either from their own bad experience or feedback of others. In fact, research shows that 97% of all consumers don’t trust salespeople. And yes, everyone in the frontline of the real estate profession is a sales person. So the question is: How could you stay away from being in the 97% and become the rare professional that the 3% of the general public actually trusts?

A real estate salesperson should strive to maintain professionalism at all costs. Professional Real Estate Consultants/ Advisors, never focus on selling, because people hate being sold by pushy sales people. Customers on the contrary love to buy from Professional Real Estate Consultants, as Professional Real Estate Consultants don’t sell- they just help people get want they want...as this book does. Yes, I believe with all my heart that it will help you get what you want too!

Success is inevitable if you have a clear plan, the right skills and strategies, along with the right attitude and habits and choose to do the right things. However, your fall is inevitable if you don't have a plan, the right skills and attitude and just focus on the wrong things. So if your real estate business isn't reaping the rewards you want, then, most certainly, the chances are you aren't sowing the right seeds.

As long as you maintain a direction, take vital action and remain focused on goal achievement, this industry will give you what you want. So, if it’s all for you, it’s up to you.

Remember, that the profession that you are in is an honorable profession and the only way you can stand out and make a difference is to stay professional, by avoiding annoying traits that put off customers.

This book: ‘Real Estate & Property Sales Training’ as the name says is uniquely designed to help transform you into a Master ‘Real Estate Sales Consultant’ by helping you, discover the secrets that drive the top world’s Real Estate Professionals.

It will help you or your team create the habits and lasting changes by enabling you replace current unacceptable patterns that are costing you or your company sales with new ones, that will now help you achieve your sales goals faster and more consistently

The entire book has been split into several step by step, easy and digestible modules, to help you take back and put to practice each step into a real life situation. That way these skills that you will learn will stay with you, enabling you to become more Professional and Successful in your role as a Real Estate Consultant/ Advisor.

Hopefully by the time you complete this entire program, it will benefit you in several ways...

Firstly, to ensure that you are equipped with the Professional Skills, that will not only help you in the business world, but on the Personal side as well, especially with your relationships. It will provide a step by step professional approach that will enable you take your customers through, to help them deal with you in ways, as you will see later, using a Consultative or Relationship building approach, thus leading to a lasting relationship. This in turn will help you and the organization you work for to obtain repeat business and referrals which is vital in this business.

You will also find that you will be able to better manage yourself as well as be able to better manage your customers-both external as well as internal!

You, the reader will be able to experience:

✓  The benefits derived from the effectiveness of Consultative Selling and how different it is from the traditional approaches,

✓  Learn how to guide prospects through the buying process

✓  Proven behaviors that make you stand out as a sales professional

✓  A thorough understanding of the Attributes and Activities of a Real Estate Sales Professional

✓  Effectively prepare for any Sales Call

✓  Be able to manage your Time and Territory much better

✓  Build Rapport and Trust with a customer right from the start-during the approaching stage itself.

✓  Effectively uncover a Customer’s Needs, Problems and Opportunities and be able to demonstrate how your property features/ services can help a customer meet a need/solve a problem, by effectively proving value

✓  Be able to recommend an appropriate solution and close deals effectively after showing  customers how specific objectives can be met and benefitted by using your recommended property/ solution

✓  Implement the entire consultative selling process into your daily work

✓  Most importantly, you will be able to put the new skills to immediate use.

After reading the book, you will gain a full understanding of both the buying and selling processes, including the importance of being well organized, and over the period, you will notice that you would have worked through 12 Master Keys that will Equip and Enable you Standout as:

‘T.H.E. G.R.E.A.T. S.T.A.R.’ while practicing and mastering the skills at each stage, so that your selling skills are developed and reinforced.

As mentioned earlier, as a Real Estate Professional, you are the person that brings ’Hope’ and holds the Master KEY to many people's dreams. But for that key to work, you personally need these 12 Master keys! The constellation has a galaxy of stars that are numerous and countless, but among them are just a few that are the brightest and even have names that we all know.

So also, I believe today, this business, or sector of real estate is flooded with different types of people, many that are unprofessional in their approach with customers- by being disrespectful, unethical, unfair or adhering to wrong practices just to get that immediate business. No wonder it has impacted the image and credibility of the profession overall, where the end buyer is now skeptical when having to deal with a real estate advisor/ consultant. But the good news is that there is a small percentage that are shining bright and standing out as the great stars- and that is my hope and desire that this book will help you achieve. To stand out as THE GREAT STAR!

With no gimmicks, no jargon, just emphasis on relationship building, I believe that this is a well structured course on 100% building value and long lasting partnerships with your customer!

Before you move forward on this exciting journey that I am about to take you through, I would recommend that you have a note pad and pen to make notes of important points that you can start using immediately.

So are you ready to embark on this exciting journey with me? Take your time, sit back and enjoy these learning’s!

How to Get the Most out of this Book

Before you get deep into this Book, here are some tips on how you could get the best out of this book

1)  Make a commitment to dedicate a fixed amount of time each day/week: The results will depend on the time and efforts you put in to follow on the self-paced process that this book will take you through

2)  Decide what you want to get out of this book- the objective and how you intend doing this?

3)  You must decide initially to get out of your comfort zone if you are to experience success from this.

Remember: ‘If you continue to do what you’ve always done, you will continue to get what you’ve always got!" If you are looking at different (better) results, you must then look at doing different things and different ways!

4)  The road to success is already walked and laid out for you. Someone has already been through the ‘School of Hard Knocks’! You don’t have to waste time re-inventing the wheel.

5)  Put the ideas to immediate practice-Apply the ideas to your selling situation. No idea or concept is worth anything, if it cannot be applied to real situations. So applying these principles by putting them to immediate practice is the KEY!  The book will help you translate the concepts into your own specific situations right away.

6)  Work on expanding your knowledge: Do additional reading/ listening/ watching videos/ CD’s ...whatever that can help you stay ahead!

7)  Keep a record of your new learning’s/ experience in using them and your accomplishments. Build up on YOUR own workbook. The words you read are really nothing. It’s what you work on as you go along and put to practice is what really counts. The content covered is designed to help you be more organized and sell more successfully.

8)  Learn to share with others how these ideas have helped you: That way these new skills and techniques help get embedded in your system

9)  Finally, learn to have fun with every progressive step!

10) Now Enough of Theory! Let’s just start by putting it into Practice!

Key Attributes of

Top Real