Danielle Kennedy is a consultant and speaker on real estate sales and marketing topics. She is the author of three books, How to List and Sell Real Estate,Seven Figure Selling,and Workingmoms.calm: How Smart Women Balance Career and Family.
With only four months left in the year, you realize you're falling short. Treat goals the same way you treat your PC when it freezes: Reset your system. Create new, attainable goals or devise new ways to reach your original goals.
If you’re marketing yourself well and providing good service, you’re very visible in your community. But being a public figure leaves you vulnerable to public scrutiny. Be sure your messages reflect proudly on who you are and what you stand for.
Be creative and confident. Find out what’s right about buying or selling in every market condition. Then present prospects with truthful, cut-to-the-chase reasons that support a decision to go forward under current conditions.
Empathy, compassion, and the ability to put buyers in sellers’ shoes and sellers in buyers’ shoes can do more for negotiating and closing a sale than any hard-sell technique. When a person’s principles, ego, or integrity is on the line, there’s more to closing the deal than simply negotiating a price.
You’ve got an e-mail address, Web site, fax machine, and cell phone--enough communications tools to make a pro of any real estate practitioner. But underneath all the equipment, your selling strategy may lack a personal touch.
This kind of market can quickly lead to burnout, a condition that most salespeople--especially the high-energy types--will experience at some point in their careers. Burnout is an occupational hazard for salespeople, but it’s treatable.
Early in real estate consultant and speaker Danielle Kennedy's career, when she was selling 100 homes a year and raising young children, she found herself overwhelmed and burned out. One of her mentors advised her to attend to those parts of her life she had was neglecting--and missing. So she began writing letters to herself.