Real estate sales trainers use training scripts for teaching salespeople how to prospect.
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No matter how good the Real estate sales trainer is, real estate agents will often have a bad attitude toward telephone prospecting. It's not the fault of real estate sales trainer or the training course.
The real estate agents inadequate skills and abilities often don't measure up. The cause could be the lack of real estate sales training courses to give lip service to prospecting sales training.
1. Real estate sales people and real estate agents often can't remember what to say
when making a telephone prospecting call.
2. Telephone prospecting techniques and skills are memory dependent. Even though you waxed eloquently
in your mind before you actually made a telephone prospecting call. Your thoughts
seemed clear and the outcome you thought would be positive. What went wrong?
3. Telephone prospecting skills depend on having a near perfect memory.
When telephone prospecting, trying to remember the exact words to say is difficult if not impossible.
4. Memory recall of real estate sales agents is insufficient to retain skills. Having an insufficient
memory is not a conscious choice but an inherent problem that everyone has.
Sales managers and real estate sales trainers have always thought that motivation problems were the result of the way that a salesperson makes conscious choices ... thus makes prospecting telephone calls.
• Real estate sales managers often think that it is a weakness on the part of the
salesperson when they don't relish making prospecting calls.
• They point to many weaknesses instead of main one; "fear of rejection."
• Fear of rejection is a weakness in everyone; it’s just a matter of degree.
Real estate agents quite often have a bad attitude toward prospecting. It is said that only the strong will survive in a competitive business environment. True enough, but just what constitutes “strong.”
• Knowledge, skill, and preparation are the attributes required for strength in business.
Even athletes need more then physical strength to be competitive.
• When prospecting for new business, the longer a salesperson has been doing it
the more cumulative bad experiences have occurred.
• The irony is that instead of getting better at coping with people's bad behavior, they
seem to let negative human emotions pile up.
With real estate sales training, just fix the problem with people’s ability to say the right thing and the problem will be solved. Of course this sounds like the obvious thing to do. The simple fact is that it is “easier said then done.” If it were easy, everyone could and would do it.
To some real estate sales training departments, it's only a page of the manual for training new agents. We wouldn’t have this problem if there were a simple fix. But the fact is that most everyone has a general idea of what they intend to say in any situation, but spend little or no time thinking and "writing out every word" in advance.
1. Real estate agents don't develop speaking skills and sales managers cannot
hope to solve this problem. Real estate agents are born with "emotions but not skills."
2. New salespeople get burned quickly when it comes to prospecting for new customers.
What they learned about telephone prospecting was too little and too late.
3. It's hard to change habits of real estate agents and real estate brokers. Salespeople
resist anything new. People live within their beliefs and rely on them and make their career decisions.
4. New salespeople are incapable of learning what they need to learn. Their beliefs are
preordained and passed on generation to generation resulting in folklore.
Real estate sales training must deal with the approval factor on a daily basis. And It's only human nature for a salesman to seek approval. When it comes to telephone prospecting for new business, those who seek approval are going to be disappointed.
• They may tend to refrain from making prospecting calls because there is little or no "approval" in doing so.
Real estate sales trainers have discovered that few people have a good vocabulary. It’s been said that average people have an average vocabulary and great people have a great vocabulary.
• The most successful and famous people in the world share the common trait of having an exceptional vocabulary.
The successful business person has a command of the language is based on having a huge number of words imbedded in their memory. Successful business people have a better chance for choosing the best words to use because they have a bigger selection to choose from.
• New salespeople get burned quickly when it comes to telephone prospecting for new customers.
• What new salespeople learned about prospecting was too little and too late.
• New salespeople as well as experienced salespeople often refuse to learn. "I know all I need to know."
• An obstacle for real estate sales managers and sales trainers is how to overcome
people with a closed mind.
The hardest thing for people to do is to look inward to see themselves as they really are. Real estate sales agents resist looking at themselves realistically. They see themselves through rose colored glasses and go through life with blinders on never looking at the world around them.
A real estate sales trainer and real estate sales manager are always on the lookout for a person who has the natural ability to be a salesperson. It may take a real estate sales manager weeks or even months to hire and train a new salesperson that turns out to be only a "limited function person."
• They may not have the prospecting skills to adequately prospect by telephone let alone the people-skills
to function as a well rounded salesperson. Turnover starts at that point.
Why real estate agents resist learning new things that could help them is a great mystery. Stubborn resistance to progress insulates them from the thought of being seen as weak.
• It’s not a matter of going back to basics, they didn’t master the basics to begin with.
• Some people think they know everything they need to know.
• Sadly, they don’t know .... what they don't know.