🎰 How to Earn +30% More Commission in Just 3 Steps?
It's easier than it seems. Let's go:
Determine the client's approximate investment budget
If you have a good rapport with the investor, obtaining this information shouldn't be too difficult.
Offer a property that costs 20-50% more
For example, there's Property “A” - it fits perfectly within the client's budget, say $250,000, with a down payment of 30%. This means the first payment (DP) is $75,000.
Then there's Property “B” - it costs $325,000, but the down payment here is only 20%. So, the DP is just $65,000.
That’s a $10,000 saving, enough to cover several months of installment payments.
You receive a higher commission - life is good.
Of course, you present the client with several options, including approximate figures and justifications for the benefits of each investment property.
Sell this property in 1-2 years - earn additional commissions
If you're already using such installment methods, give a “Thumbs Up”. For everyone else, I'm waiting for a “Fire” emoji.
Attention: This method only works for investment projects (resales) that will truly benefit the client. Otherwise, you risk losing not just your commission, but the client as well.
Your main goal should be to generate income for the client, not just to sell a more expensive property. Don't forget this!
Improving the Sales Department's Performance
The sales department is a crucial element for real estate agencies, and it's essential to invest significant time and resources into enhancing its quality of work.
Let's discuss some aspects that might have escaped your attention or you might not have been aware of, but can gradually improve the sales department's performance.
🔵 Introduction of Scripts
Depending on the method of communication with the client, the inquiry, the source of the application, etc., it's necessary to prepare script variations and test how they work in each case.
Important! It's better to use a script as a guide to the sequence of actions in a dialogue, rather than as robotic responses. Listen to your clients - there's a lot of interesting things there)
🔵 Call Recording
Analyzing conversations with clients is extremely valuable - you can find basic mistakes, successful tactics, useful information that went unnoticed during the conversation, etc. This can be facilitated by a virtual PBX system like Zadarma, which can be integrated into a CRM system. It then becomes convenient to analyze and listen to a conversation tied to the current application.
🔵 Centralizing Messaging
Adam communicates from his WhatsApp, Steven writes in FB massanger, Katerina uses Telegram, and what they write is unknown. Sounds familiar?)
In such a situation, it's difficult to analyze the salesperson's work efficiency. Without analysis and adjustment of certain actions, our indicators will remain at the same level, even if the number of applications reaches a million.
🔵 Sales Department Heads (SDH)
In some companies, this position doesn't exist, and it's handled by the founder or nobody at all. SDHs are essential if you have more than 4 brokers/salespeople. A salesperson's work needs to be analyzed and help them grow (if they wish), rather than letting them drift.
Ideally, move all work to a CRM system (integrate all messengers, email, and other places wh
