The Sales Suicide Quiz: Are You Sabotaging Your Real Estate Sales?

Many young, inexperienced reps who are fearful of rejection, as well as older and experienced pros who get burned out or are too comfortable, tend to commit selling suicide.

To discover if you are pushing away your own sales success, take this quiz:

1. When you are touring a home of a prospective seller do you pretend the house has no flaws?

If so, you will suffer a Death by Perfection. This kills credibility. Don’t hide negatives. Like the legendary negotiator Herb Cohen says “Great salespeople expose the flaws and deal with the issues immediately.”

2. After a house sits on the market for 30 days, do you say to the seller “If this marketing strategy doesn’t work, well…we’ll just try something else”?

If so, expext to experience Death by Doubt. Confidence sells. Lack of confidence in the house, marketing approach or self kills deals cold. Sounding wishy-washy undermines peoples confidence in you.

3. When presenting the buyer’s counter offer to the seller do you tell them the counter offer first or last?

If you tell them the counter offer first, then you are likely to be a victim of Death by Information. In this case, if you believe in the counter offer, build value for the offer before you present it.

4. Do you abbreviate your full listing presentation when a seller says that he has only fifteen minutes?

If so, you will end up Dead by Deadline. Not telling or selling the whole story puts enormous pressure on you. And if the deal doesn’t die but you end up getting the listing, you may end up compromising a ton… like your commission. Always give a full presentation and allow enough time to respond to questions and negotiate.

Click Here to Leave a Comment Below 14 comments
anna turner

I would like to know a little about your company!!!

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Donn Layne

very good I will use this tomorrow ina meeting

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Mary

Always, always allow enough time for a walk thru and honest comments on a house prior to your listing presentation. Take notes of flaws and extra nice items about the home. Ask the homeowner what they like most and don’t like! Take the time to be thorough with your presentation and answer their questions, or , if you don’t have an answer, write it down and bring it by tomorrow. I don’t usually lose a listing!

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Chris Bevington

Happily the funeral for Chris Bevington’s death by a couple of the potential causes mentioned above has been averted. This was an RX wake up call, the biggie being a little to comfortable.

Thanks for making me look in the mirror.

P.S. I will gladly look after any referrals that readers may have that are considering a move to Central Alberta Canada, Red Deer and surrounding areas.

Chris

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Gerardo "Jerry" Ascencio, GRi, CRS, e-Pro

Great points. I will use this for next week’s sales meetings.

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Anonymous

thank you!

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Anil Behl

It all sounds pretty logical to me.

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Bernadette

I am intrested.

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Bernadette

Good comments, makes a lot of sense

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Gary Elwood

Anna,

Check out the link above and on the left that says “Our Company” to learn more about our organization. Check out the link that says “Our Newsletter” to subscribe to a free 12 session real estate marketing email newsletter focusing on how to use a provocative blend of psychology and technology to help you generate more leads. And finally, check out the link that says “Our Service” to get an immediate view of what we can do for you. If you have any questions, let me know!

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Gary Elwood

[thanks for making me look in the mirror.]

Chris, kudos on being open to the wake up call! That alone says a lot about your character. Good luck in Central Canada my friend!

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Brandon Patrick

Hi Gary, Hope you are well. Haven’t spoken with you in a while. good article!

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Gary Elwood

Hi Brandon! It’s really good to hear from you, too! Thanks for the kind words in the article. Gary

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John Michailidis, Esq.

I always tell them that there property is in poor shape if it is. I always tell them that their personal valuation is way out of line with reality if it is. I always let them know that I WILL sell their property, but we are going to do it MY Way.

Of course, I don’t say it as bluntly as I am saying it here, but at its core, that is my message.

Do I not get a lot of listings with my approach? You betcha — and thank God for that. Who wants sellers who don’t cooperate and who think they know more about real estate than I do? I like having a few quality listing. The lack of aggravation more than makes up for the decreased income — it’s a lifestyle choice for me.

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