How to improve your list to sell ratio in real estate sales?

Today I share how to improve your list to sell ratio in real estate sales.

When I first learned how to do this my list to sell ratio went from below 20% to 85% immediately.

Some people just never seem to get this right, they leave properties on the market until their agency expires and then wonder why they lose the listing.

The people who get this right improve their list to sell ratio in real estate sales immediately and make many sales in order to dominate their market.

The most exciting thing about this is that when you are known for getting properties sold people seem to come to you because all they want is to get happily moved and on with their lives.

A client of mine Wayne, used this strategy and made a sale in his first week of working with me after not having made a sale for quite some time.

So follow what I am about to share and you will improve your list to sell ratio in real estate sales.

1. Apply the 3 to 1 rule

Communication is the key to building great relationships with your vendors.

Speak to or visit your vendor at least once per week, giving them honest feedback and being concerned about them and their needs.

Have three happy calls with your vendor and then if the property has not sold and there are no proposals pending, go and see the vendor and adjust the price.

If you are getting a lot of resistance from your sellers regarding price reductions then you need to spend more time developing a better relationship with them in order to improve your list to sell ratio in real estate sales.

2. Learn the art of negotiation.

You must know how to read the play of every negotiation. What to say to the buyer and how to present the proposal to the vendor are essential pieces of knowledge.

If you have never read a book on negotiation then I would like to suggest that you get hooked on learning how to negotiate.

I cover this in great detail at Success in Real Estate on the 14, 15 and 16 May in Melbourne.

3. The word “BUT”

Say, “I know you have told me you can’t afford to sell for less, BUT do you want to stay in a house you don’t want to be in and wait for the market to go down even further, or do you want to get happily moved into your new house?”

People listen to you after the word BUT.

It’s like a doctor who has to tell you bad news. They will say something like “I might be wrong, but I believe you have [DISEASE]…” and she will then go onto explain what the problem is.

The same applies to real estate.

You have to deliver news at times to both sellers and buyers which is not exactly what they want to hear.

Deliver this news by saying something like “I know this probably won’t interest you but…” and then present your argument for why they should proceed.

At Success in Real Estate I show you exactly what to do every day to become unstoppable and how to get to the top in real estate so that in ten years from now you will have financial freedom and have the choice to work or not.

If you continue to do the same things today as you did yesterday then nothing will change, but if you decide to change and to learn how to make sales in a tough market, your life and career can and will start improving immediately.

So if 2019 is the year that you want to see great growth in sales, book a call with me and we can run through where you are at, and map out where you can be in 12 months from now.

If you want to find out more about how you can list more properties than you thought possible, click the link to find out more about my 3-day Success in Real Estate program, which covers this in great detail.