Practice Makes a Pro!
Although the steps required to sell in estate agency are relatively simple. Despite what most estate agents think -selling itself is not easy! Here at Morgan Randall we think practising sales skills and training on the property market is essential in creating the best sales people in the industry. Most sales people in estate agencies across London are not given the opportunity by their manager to practice once a month or even once a year!
Imagine if a professional sports person team used the typical estate agency sales practicing strategy. They would only practice their first week of their first year and never practice again. The coach would say ‘Beckham does not need to practice. He’s been kicking a football since he was a kid and he’s been playing professional football for years now.’ I just leave him alone and let him do his job on game day. We would think the head coach had lost his mind! And after having a season of losing every game he would get fired!
Although this example might sound crazy. Estate agent sales/lettings managers across the UK have when asked about training their sales people have said ‘Most of our sales people have been here for over 3 months now and have been selling for more than that’.
This might be true but here’s a fact: Whether a person is a tennis player, a football player or a sales person everyone must continue to practice to improve and to win!
Simply playing a sport or going on sales calls every day will not grow an exceptional talent. Imagine how much better you would be at selling if you practiced the skill every day for a year?
Practising is easy to implement yourself (or as a manager). To start, you could dissect each sales call afterward looking for the mistakes or missteps. Did you miss an opportunity to dig deeper? Could a different response or question have resulted in a better outcome? But don’t stop there. Practice the correct response out loud until you get it just right. Think about how you could’ve helped the prospect think through it for themselves.
Want to learn more about how to practice your estate agent selling skills? If you’re a Morgan- sign up now!