The three necessary ingredients to sell properties in a tough market

A question I am being asked is “how do you sell properties in a tough market?”

In a falling market there are three things that are necessary to sell properties consistently and a lot of salespeople are missing these three key ingredients which is hindering their ability to sell properties in a tough market.

But by doing the right actions and working hard you can “create” the market, increase your sales figures and ultimately become a true success, even in a tough market.

Today I share the three necessary ingredients to sell properties in a tough market.

Please rate yourself on these three points. If you are not an 8 or above out of 10 in all three key areas, there is no way you will make any sales.

You might put a property on the market but it won’t sell.

When you get this right you will be able to sell properties in a tough market, many more properties than you believed was possible, and you will create the market.

That’s exactly what I did when I went from no sales in seven weeks to making 19 sales the very next month and then never looking back.

I averaged 11 sales per month for 12 consecutive years from there on.

If I can do it so can you.

So no matter where you are in your real estate career right now please follow and develop these key areas to mastery and you will make many sales in any market.

1. Build Rapport.

You have to be able to build excellent relationships with people.

There are two main reasons sellers won’t list with an agent:

1. They felt the agent was false
2. They felt the agent didn’t care

To build a great relationship you need to be truly sincere and to do that you need to build great rapport.

You build great rapport by asking good questions and then listening intently.

Who is your best friend? Why is that person your best friend? Because you feel comfortable with them and they listen to you.

So if you want to build great friendships and relationships with your client then you must give them your full attention and show them you care about them and their needs.

2. Strong Motive.

There needs to be a good motive by the sellers to move.

If there is not a good motive then it’s hard to sell the owners’ property.

If you are finding it difficult and people won’t open up to you about their motive then you haven’t developed a good relationship and these people simply do not trust you.

3. Reasonable price.

If you have a good relationship (the sellers trust you) and the motive is strong, then even if you list their property a bit high, the price will take care of itself.

This is where you have to reduce the price until it’s sold.

What someone paid for a property three years ago has no relationship with the market today.

In tough markets you have to get used to selling properties for less than what people have paid for them.

Today’s prices can seem really good in three months from now.

You cannot take responsibility for the market but you do have a duty to get the sellers happily moved.

I show you exactly how to do this at Success in Real Estate, which is being held next week in Melbourne.

I show you what to do and how to do it and I guarantee that if you follow what I share with you and don’t make at least another 12 sales in the next 12 months then I will give you your money back.

When I was diagnosed with a serious illness, the doctors gave me some really bad news about the illness and how severe the treatment would be.

I didn’t want to go ahead but they asked me one simple question, “Do you want to live?”

I did the tough things that they prescribed and that was ten years ago and I am so glad I did exactly what I was told to because today I am fit and healthy.

The people who say they want to sell but are being unreasonable about their price are in your capable hands.

It’s your duty to tell them exactly what to do to get them sold.

You are the real estate doctor and you must prescribe the solution.

There are so many things I would love to share with you – like when the vendors say they will wait there is a very simple way to get them moving and I show you this and much more at success in real estate.

So just imagine you make at least an extra 12 sales this year, what would that mean for you?

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.