5 Moves to Make Now to Increase Sales in 1996

January 1, 1996

To say real estate is changing is to say the world is round. Change is happening so rapidly you have to constantly find great new ways to motivate your salespeople and help them produce more, faster, and with less stress.

If you want your salespeople and your company to be more successful in 1996, don't wait--take today to implement these five new ideas from top managers across North America.

1. Create a technology seminar

Schedule at least one technology showcase seminar each year for your salespeople and select salespeople from other companies. (Wouldn't it be a great recruiting tool?) Ask your salespeople what information about technology they need, and then schedule a year of seminars on those topics. At the seminars, you or salespeople who have particular interest or expertise in a topic discuss the technology. Possible topics include using

  • Financial software programs to help organize business expenses and taxes
  • The Internet for referrals, communication, servicing listings, and prospecting
  • CD ROM versus diskettes
  • Contact management software for tracking, prospecting, and mailing
  • The buttons you rarely use on cellular phones

2. Develop new communication tools

To improve communication in your office, pass out a monthly information page called Great News to all your salespeople. Publish one great fact about your office, such as

  • Sales are up______percent.
  • Units per salesperson per year are ______, but the average in the industry is only______ .
  • Listing units increased by______units, compared with the same month last year.

Also, use voice mail every business morning to send a 10-second fact to your salespeople. The messages will show salespeople that you're alive and well and that you'll be giving them regular positive reinforcement. Messages could be

  • Don't forget to congratulate Mary. She got that $800,000 listing yesterday.
  • Today at 10 a.m., a great half-hour program on pricing is being shown on our satellite network.
  • Congratulations, we just went over our monthly goal for new listings.

And don't forget to use software to create color bar and pie charts for your office statistics. Then pass them out to salespeople so that they can include them in their presentation books.

3.Implement new training programs

You need to provide more than a weekly sales meeting to inform your salespeople. Try these two proactive events:

  • The Pro Club--Schedule a year's worth of weekly one-hour sessions to cover basic topics for salespeople who've been in the business less than six months.
  • Niche marketing meetings--Each month have a short training class for people who specialize in a particular niche. Discuss working the niche effectively, and ask what's working and what else could be done.

4.Do what you tell your salespeople to do

You encourage your salespeople to use prospecting and follow-up systems, but do you have those systems in place? For instance, do you use a recruiting brochure for your company? Does your company have a monthly direct mail recruiting campaign? Do you have contact management software to track recruits and update your salespeople's production levels?

5.Increase per unit per year production

Depending on the size of your company, you can dramatically increase your company's profit by helping each salesperson generate at least one more unit of production per year. To reach that goal, commit to recruiting more and providing the necessary training in prospecting, servicing, and follow-up. And each month, chart your salespeople's standings closely so that you have easy access to the information when you're talking with them about their production.

Bill Barrett is a national speaker and trainer who specializes in brokerage management. You can contact him at 800/432-1977 or by E-mail at starswife@aol.com.

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