How to grow your real estate business by sorting, not selling.
So many people get into sales thinking their job is to convince people to do something against their will. I don’t know about you, but I hate salespeople like that, so I would encourage your approach to sales to be one of sorting, not selling. In other words, you’re not trying to convince people to do what you’re selling, you’re trying to sort through all of the people who say no to find one who will say yes. Nothing bugs someone more than a pushy, aggressive salesperson who won’t take no for an answer. Your success rate will skyrocket if you realize your objective is sorting, not selling.
Then how do you find the people who will say yes? I use the law of large numbers, which means you have to work with a large number of people to get large results. In real estate, if you want a high number of sales, you need to pursue a high number of prospects, which is easier if you realize that you’re sorting, not selling.
“Your sales approach should be about sorting, not selling.”
On average, you will need to make contact with about 30 people to accomplish one sale. Unfortunately, that does mean dealing with a lot of no’s. Many agents have asked me what to do when someone tells them no, and I always tell them to say: “Thank you and have a great day. If I could ever be of help, give me a call.” Then move on.
With the law of large numbers, you’ll probably need to contact a lot more people than you’re thinking. In general, whatever the number is that you’re thinking, multiply that by ten. If you want to sell one house, you will need to contact 30 people, but if you want to sell one house each week, you need to contact about 120 people per month. To learn how to find more people, click here to check out my previous blog post.
If you have any questions about this topic or real estate in general, please feel free to reach out to me. I would be happy to serve as your real estate resource for all of your needs.
