Increase Efficiency and Close Deals Faster with the Ultimate Sales Outreach Tool for Real Estate

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five minutes after my first sales coach fired half the room he made him leave the building he comes back in and he goes up to his chalkboard and he draws a square and he basically said i didn't fire those people they fired themselves because when we check your numbers to see how you're doing on our spreadsheet we only left enough room in the square for the number excuses don't fit but like it or not a lot of sales happen in the boiler room sales can be sleazy the profession is actually viewed as such in the minds of many salespeople are nothing more than greedy egotistical schmoozers people think of sales very differently than they think of marketing people think marketing is sexy people get awards for their marketing people make the best list of top marketers for their marketing the best brands are constantly innovating when it comes to their commercials and their social media campaigns so due to this sleazy versus sexy conundrum the real estate industry has been falling in love with marketing tools there are infinitely more marketing tools than there are sales tools as a result the real estate industry is officially over indexed on marketing and under indexed on sales the agent obsession with marketing is real but listen at this point they all use facebook and social media a lot of them make videos for their listings a lot of them get professional photos done of the home they all have an email newsletter they all offer a digital cma they all have a home search on their website with listing alerts but the truth is sales software has come a long way too in fact you could do a lot more for your sales reps besides giving them a crm and a dialer and a headset there are some handy new sales tools that every agent should try they will increase your efficiency and your output they make it easier to have the right number in the box on your spreadsheet they make it a little bit less sleazy and a little bit more sexy to be in sales you can increase your lead conversion rate by having better conversations when you're selling you're speaking in my best-selling book the conversion code i said conversations create customers with the help of companies like chorus and gong you can actually measure analyze and improve the quality of your conversations these tools can pick up on the sentiment of the conversation they can pick up on when questions are being asked they can actually isolate keywords so you know what topics came up the most they will actually provide data and stats as in how long was the sales rep talking what percentage of the call were they talking versus what percentage of the call was the prospect talking you could also learn things like what do top reps versus bottom reps say when something comes up about the competition or if something comes up about commission or if something comes up about the fact that they're going to list their home with a relative or a friend as an example at curator we used chorus and what we found was that the reps that were at the top of the totem pole they were actually listening about 40 of the call and they were speaking in about 60 percent of the call now when we compared that to the reps at the bottom of the list the ones that were underperforming we found that their conversation rate was completely different the prospect was only speaking 10 percent of the time meanwhile they were speaking 90 of the time so that was this really eye-opening moment where it's like listen this has to be a dual log not a monologue if it's going to create a customer so what that allowed us to do is easily go to the reps and say listen the numbers don't lie the people who make the kind of money that you want to be making they have a 40 to 60 percent talk ratio you have a 10 to 90 fix it ask more questions listen more dig deeper it allowed us to have a great coaching and it improved the output of the bottom reps instantly a big part of sales is meetings in a group setting and coachings plus one-on-one accountability meetings any great organization any great sales coach is going to be meeting and teaching their reps regularly typically you get together in a group for a coaching or you're one on one for an accountability call i've learned just the accountability call once per week in a one-on-one setting increases performance but there is an art and a science to having meetings that don't suck meetings that people actually love to attend using hyper context and fellow your group coaching in one-on-one meetings could be more effective more efficient and more enjoyable best of all what you're teaching will actually get implemented by using software like this the accountability and the action items are built right in you also need to take better notes as a salesperson as a salesperson you are constantly attending these meetings and coachings and so you're always taking notes now me personally i'm a little bit old school i like to take notes with a pen and paper and apparently there's some scientific reasons that you should encourage your reps to do the same writing notes out works better than typing notes out per the university of calgary taking notes by hand involves cognitive engagement in summarizing paraphrasing and organizing in short manipulating and transforming information is what leads to a deeper understanding when you take notes by keyboarding it is taking notes verbatim which doesn't give you the ability to process and retain the information as well even though i might be old school with my note-taking i'm also aware that there are some really cool things happening in the note-taking space otter and fireflies are these technologies that are built around ai and they will attend the meeting for you they will take notes for you they actually can organize the notes they can make the notes searchable they can show you in the notes who was speaking and what they said and when they said it they will even create action items that they will put on your calendar as a to-do based on the notes they take i still like to see my team writing and using a pen and paper during our meetings but why not supplement and complement what they're doing with something like otter or fireflies i can even go back to a meeting i missed and i can go just to the notes in the part of the meeting where the sales manager was teaching not when the other folks were conversating another thing every sales person should have and every sales manager should do is run contests sales people are competitive they thrive on competition they love public praise and they hate public shame so you can lean into that one thing you should definitely be doing is making their quota visible and making it public for the world to see once everybody can see everybody's performance then you add gamification and competitions which immediately will increase output there's excellent sales software for things like contests and leaderboards sales screen spinify sisu one of sailscreen's best features i love is what they call the competition bracket it basically is a contest you run it looks like march madness but it's your reps competing against each other to make the final four and to win the crown it is incredible how impactful these contests can be the companies that have implemented contests they actually see a 53 increase when they do a one day contest and they see a 44 increase in activity in output when they run a longer contest in the real estate industry specifically by increasing your sales activities like calls text emails voice mails by increasing your activities by 25 percent you actually increase your sales by 45 percent the other thing sales people can do thanks to technology is learn more about the people that you're pitching and selling to one of the ways you can make both better instantly is by understanding what matters the most to the other person for example i can use something like attach i can actually upload a listing presentation or a pre-listing presentation send that over to the client or the prospective client and i can see how long they looked at it i can actually see on each individual page how much time they spent you might have a lot of different things in your listing presentation stuff about your experience stuff about your marketing stuff about your team stuff about your reviews stuff about your service knowing which of these matters the most to the person that you're pitching is critical to doing the best pitch that matters the most to them you need to laser focus on what the prospect is laser focused on something like attach makes that easy to do the other thing you have to do in sales is give credit where credit is due sales people love props they often have massive egos there are tools like kudos and bonusly that basically allow you to give away points and props but also those points can be used for rewards in the real world let's say one of your reps hits their quota for number of calls made three days in a row i can give them a thousand points i could prop them out privately or i could prop them out and give them the kudos publicly you can even set it up where the sales reps can prop each other out so let's say one of your reps helps another one prepare their pitch well if they helped them and it worked they can actually prop each other out or say hey here's some points for you thank you for helping and you can even take the points and if you don't even want to redeem them for a reward or a gift card you can actually use it to make a donation you can actually use it to give money back to the charity of your choice money isn't everything to everyone sometimes gratitude and giving back actually matters more maybe the leads aren't weak maybe you're weak my guess is that if you are weak it's probably on the sales side of your tech stack if you want to improve your lead conversion rate if you want to improve your cost per lead if you want to approve your cost to acquire a new customer if you want to get a better return on investment from all your marketing and all your advertising start obsessing about sales it's time for sales tools to get as much love in the real estate industry as marketing tools i bet you just learned about a lot of stuff that you didn't even know existed so now as my first sales coach would say excuses don't fit it's your turn to execute