REVEALED: The ONLY two ways to directly increase your real estate sales. 

Real estate sales can be a highly competitive field, with many agents constantly looking for ways to increase their sales volume. 

There are thousands of different strategies and techniques written to help you achieve grow your sales. However, all these tips and strategies are all just derivatives of the two fundamental truths in the business: You can grow your business by: 1) increasing your activities; and 2) improving your skills. 

Increasing your activities 

The first approach to growing your real estate sales is straightforward—do more. This essentially involves intensifying your efforts to generate leads. Have you ever heard the expression ‘sales is a contact sport’? Every time you talk to someone about real estate, you are making a contact. The more people you speak with about real estate, the more people you will identify that are ready, willing, and able to buy, sell, or invest with you. Said even more simply: talk to more people about real estate if you want to make more real estate sales. 

Where do you find more people? One method to achieve this is by expanding your network and engaging with a larger number of people from different walks of life. This can be accomplished through attending local events, joining special interest clubs, and participating in community activities, which will put you in touch with a diverse range of potential clients.

Another tactic is to knock on additional doors to meet potential clients, particularly in neighborhoods where you haven’t yet established a strong presence. This proactive approach demonstrates your commitment to working hard and will often result in referrals from people impressed with your work ethic. 

Consider hosting an increased number of open houses to showcase the properties you or your brokerage are representing. Open houses are an excellent way for potential buyers to get a feel for the property without any pressure to make an immediate decision. When hosting these events, ensure that you create a welcoming atmosphere and take the time to engage with attendees, answering any questions to demonstrate your professionalism. 

Improving your skills 

The second method to boost your real estate sales is improving your sale skills. It’s essential to recognize that the lead-generation activities you participate in to make contacts—such as networking events, door-knocking campaigns, open houses, and lead follow-ups—are only as effective as your ability to convert these opportunities into tangible leads and transactions. By diligently refining your sales techniques and honing your abilities, you’ll notice a substantial increase in your overall success.

Ever heard the expression that ‘sales is a numbers game’? Certainly, the first number is how many contacts you make. But your conversion rates – from contact to appointment booked, appointment booked to agreement signed, from signed agreement to pending sale, from pending sale to closing – dramatically change the number of sales you can close. 

How do you improve your skills? 

The sources are endless: industry conferences; seminars; workshops; blogs (like this one!); training events at your brokerage and at the Board of Realtors; coaching programs; YouTube; and of course – the School of Hard Knocks. These resources all provide opportunities to learn about new trends, techniques, and technologies that can be leveraged to improve your sales skills. 

A third method to increase your sales

I know, I know … I said there are only TWO ways to increase your sales. But there is a third, indirect method: choosing an environment that fosters productivity. 

The environment in which you work and sell can have a profound impact on your performance, sometimes in ways that may not be immediately apparent. Yes, factors such as market conditions, regional economic trends, and local regulations all contribute to shaping the sales landscape. But the culture and values of your brokerage, the level of support and resources available, and the relationships you forge with colleagues can also greatly influence your effectiveness as an agent.

As the saying goes, iron sharpens iron.

So there it is – we have revealed the fundamental truth of real estate sales – that you can only directly increase your sales by: 1) increasing your activities; and 2) improving your sales skills. 

I wish it were easier, but the good news is that it’s simple. 

And simple things can be mastered 🙂