The 5 Pivots That Real Estate Sales Leaders Need To Make Right Now

The market changed. Then it changed again. And we’re not done yet. With every change comes a re-invention.

Change is coming again. We all know it.

There’s a lot about the future that we don’t know, so what if we focus instead on what we do know?

In other words, what are the foundations and fundamentals of success that you count upon as a sales leader, regardless of market conditions?

Here are the five pivots that real estate sales leaders need to make right now:

1. Rethinking Margin
2. Redefining the customer experience
3. Recruiting for the BOOM! (And the next downturn)
4. Rapid response sales team training
5. Reading the trends and staying ahead of the curve
   

Rethinking Margin

People nowadays are becoming busier, and time management is often neglected. Because of this, we live our lives with little to no time control, or to be more precise, with little to no time margin.

Although it’s easier said than done, even a small amount of cushion built into your day will make a significant difference, regardless if it’s about your personal or professional life.

I want you to take a couple of minutes right now and see how you can build a fresh margin. And then, in the future, you’ll have what you need on that one.

Redefining the Customer Experience

Over the last year, that commitment a customer care has waned while other urgent priorities scream for attention.

And burnt-out sales leaders who are running around trying to keep up with a constantly changing market have let the burden of customer experience fall to the salespeople who are also burnt out and exhausted.

The result: disappointment and frustration on both sides of the sale.

How emotionally connected are you to your buyers? Has that waned over the past year?

If so, it’s time to re-think your priorities.

Recruiting for the Boom (And the Downturn)

Too many sales leaders make poor hiring decisions because they only recruit out of desperation.

Consequently, the hires that are made during these times of desperation are sometimes the worst hires of all.

Bottom line, we should always be on the lookout for top talent. Recruiting constantly allows us to fill positions more effectively than desperately.

Rapid Response Sales Team Training

Sales training and coaching are often thought of as proactive sales management activities.

You want your team to always be equipped with particular skills and behaviors before they encounter specific (and known) scenarios.

Sales skills such as uncovering a customer’s personal urgency to buy, asking for the sale, solid follow-up skills and the ability to overcome objections are at the top of the “proactive” list.

But what happens when you have new scenarios that aren’t predictable, and you haven’t dealt with before?

You only have one choice. You have to switch into Rapid Response Sales Training.

Reading the trends and staying ahead of the curve

We care about what is coming down the pike because it will affect our personal and professional life.

The question is: How can you think about what would happen in the future?

Keeping up with the trends is easier said than done, but it is possible.

Listen to the people with compelling ideas, try to see both sides in every situation, and never forget to create a backup plan if all else fails.

When we think outside the box and contemplate the road ahead just a little bit, we’ll add tremendous value not just to our organization today, but to our organization of tomorrow.