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Post Tagged with Sales Team

How to Drive Outside Broker Sales in 2013

By Laurie Andrews Posted in - Real Estate on February 12th, 2013

In regional marketplaces across the country, real estate brokers are seeing the light at the end of the tunnel. Although the downturn has been prolonged, brokers stand ready to drive success as the market rebounds. With the national media promoting the rebound of the housing market, brokers are anxious to earn those illusive commissions. And that’s the name of the game – making money. As the developer or owner of a new residential community, brokers can provide a quick burst of momentum for your program. Here are some things you do to capture their attention and their clients: 1. Communicate and educate. A strong broker partner is a resource for his clients. He/she knows what is happening in the market… Read more »

The “Rating” Game

By media Posted in - Real Estate on November 27th, 2012

A good sales process requires one end result…conversion. What is the most intangible asset that you have as a business owner, developer, builder, or realtor? It is your “book of business” or your lead database. You’ve had great success in generating leads, but have you been successful in developing goals, defining your rating system and implementing action plans to qualify and convert those leads? Lead management is more than a process; it is the groundwork for assessment of conversion probability and determination of sales-readiness. It allows your sales team to focus the majority of their attention on the sales-ready leads, and not distract sales productivity with unqualified leads. It is a known fact that sales teams increase their efficiency and productivity… Read more »

Too many “be-backs” still sitting on the fence?

By Laurie Andrews Posted in - Real Estate on May 31st, 2011

It’s always been a simple equation–the higher your “be-backs,” the higher your sales conversion. While the basic premise remains true today, the number of touch points prior to the sale has increased drastically. If your reaction includes “I need to get a closer on the team,” you may be underestimating the challenge in today’s market. Carrying costs and resale potential are also weighing heavily on their minds, and buyers are doing more research than ever. What to do for 2011? •    Recognize the potential sales that exist in your database and don’t rely solely on your sales team to execute a one-on-one follow-up program. •    Give your buyer a reason to change their timeline to yours and communicate this opportunity… Read more »