Old School vs New School Selling

smashing the real estate myth with Agent Dynamics

Being schooled: Selling for today’s in-tune audience.

agentdynamics.com.au

Thank you for taking the time to read our e-book series, “smashing the real estate myth with Agent Dynamics.”

This series was written to give you, Agency Principals and Agents, an alternative approach on how to manage ourselves and our teams and how to recruit better.

The Agent Dynamics system applies to all facets of Real Estate and all types of real estate professionals - Salespeople, Property Managers, Business Owners and importantly support teams.

Our goal is to promote alternate, or lateral, thinking and for readers to see that the “perfect” sales person or property manager does not exist, they just think they do.

To be fair, each book in the series was not written to be a quick fix ‘How To” guide or instruction manual but rather as a study on how our industry is changing and what we can do because of that change.

We hope that you will identify with our little anecdotes, case studies, testimonials and stories and that you will see how we can help you fufill your business and personal goals.

I N -T U N E W I T H N E W S C H O O L S E L L I N G

Julie Davis and Neil Williams

WHAT WILL YOU GET OUT OF READING BEING SCHOOLED: SELLING FOR TODAY’S MARKET

Understanding • The relevance of old

Purpose • Get schooled on how

Reality • Cause for alarm -

school and new school

to remain relevant

Failure to adapt to the

sales skills in today’s

in your market and

changes and impact

ever changing market

how to adapt to a

that technology

place.

‘tuned-in” audience of

continues to wield

highly educated sellers

is the surest and

and buyers.

straightest path to

• Your role in the connection economy.

• Are you in-tune with your audience?

becoming irrelevant .

Remaining relevant to your audience is about connecting with them in a manner that they are in-tune with.

Julie Davis

I N -T U N E W I T H N E W S C H O O L S E L L I N G

Technology will continue to impact the way we do business but never before has it been more important to be in-tune with how your audience wants to engage with you - on their terms.

agents, like never before, are having shows time and time again. to adapt to a new school selling appropriate for the new millenia.

Few and far between are the customers who can be “convinced” As a result of the seemingly never that they need or want your product It used to be that ending daily change in technology when they are not already looking to our clients or customers - our purchase it in some form. Even less you had to know audience - now have an abundance common are the sales professionals your numbers and who are successful using this be skillful in the art of information and additional resources available to them. method for very long, as is evident of pursuassion to in the high turnover rate found in succeed at a career in They have become more wary the majority of sales jobs today. real estate. And while and aware of the standard “sales these skills still have pitch”, which has been exposed and To be successful in sales in the some validity today’s caricatured in movies and television modern era, you must adopt a brand

Value builds trust and the more the team value each other the more trust that will be cemented into the foundations of the business.

Team cultures starts with the simple things that mean a lot. new, more effective and connected approach.

There is an underlying truth in the sales process that must be recognized and adjusted to. This truth is very simple at its core, but more complex in its application.

and frequency that you are, you can then have a better understanding and control of how you interact with others, how you can better yourself, and why certain things that are successful for others are not for you, and vice-versa.

client is satisfied with and relies heavily on open-ended questions followed by either/or choices, giving the customer a choice between one package or product and another.

You are taught to never ask questions that could lead to a yes or A nice play on words perhaps but no answer, because psychologicallyThe truth is that all people are we call this system or approach for speaking once a customer starts different in personality and style. being more in-tune, RADIO. giving “no” or negative answers, the likelihood of closing the sale drops While this sounds like an obvious An acronym for the five steps in exponentially. Your questions are statement, it is possible that most the selling process for a connected instead something like “Which of people have never applied this in audience. these options do you think would a sales environment. There are work best for you?” There is nothing basic personality types meaning This approach does not completely inherently wrong with these types that different people react and replace the old school way of of questions, but when they are part respond differently to different selling; instead it adjusts it to be of a product-focused selling process approaches. But don’t be fooled, it customer focused rather than instead of a customer-focused extends beyond simply adjusting product focused. That is, you adjust selling process, you are much less your speaking style for dialect or your approach to a particular client likely to create long-term success in complexity of thoughts. according to their ‘frequency’, fine your selling - even if you generate tuning the interaction during the sales in the short-term. Customers These personality types, or more selling process to be ‘in flow’. want to trust that what they are accurately - frequencies - are at buying has value to them and that the centre of the Agent Dynamics Old School selling is heavily geared they are getting the best value for approach to ‘new school selling’. towards the traditional act of their money. closing. Which when you consider it However, before you can tune in to is really the process of “closing off” The RADIO process helps to build the frequencies of others, you must paths that the customer may take that trust. first understand your own frequency in order to lead them down a path and how you yourself operate and predetermined by the salesperson react to things. Once you are aware of and have an understanding of Whereas with RADIO the focus is yourself and the type of personality on achieving an outcome that the

Being in-tune with your audience is the key to being successful in the connection economy.

For the most part, rapport is the result of trust. Adjusting your body language, choice of words, tempo and volume of speech will improve the strength of the rapport you build and the speed with which it is built.

‘R’ RAPPORT

‘A’ A U T H O R I T Y

I N -T U N E W I T H N E W S C H O O L S E L L I N G

‘D’ DIREC TION

‘ I ’ I N F O R M AT I O N

‘O’ OWNERSHIP

Sharing insights, knowledge and expertise so that your audience can make an informed decision is key to your perceived, and real, position of authority. Given that your audience now comes to you with a depth and understanding of the market place like never before your position of authority hinges on your authenticity, the quality of your information and your ability to transfer it, regardless of how detailed or complex.

A willing participant, your audience craves engagement and only when they are fully enrolled and trusting in you and your authority over the situation will they be open to any sort of direction from you. Like the conductor of an orchestra you are not playing an instrument in this concerto but you are directing the flow, the tempo and the dynamics.

Be wise with the information you share with your audience. Too much and they will be overloaded. Too little and your position of authority is eroded. Like never before the focus is on where your audience sees value.

Do you add value or do you erode it? A genuine understanding of their wants and needs is the key to delivering the appropriate outcome, all of which is centred on asking better questions - not just answering them.

You have delved deep into the wants and needs of your audience, they are receptive to your knowledge and value your authority with regards to the matter. The last step, ownership, is achieved when they see just how much what you have to offer will benefit them. They are completely agreeable to what you have shared and you have solved their problem.

They are now ready to ‘own it’.

A genuine awareness for what it is that your clients’ want or need, like or don’t like, can be obtained by asking better questions.

Be in tune with your audience and success will follow.

At Agent Dynamics we help you tune in and tune up.

What frequency are you & are you in tune?

Read more about the pesonality frequencies

Learn about us through what our CLIENT’S are saying: Client case studies and lasting impressions

Need some help getting in tune & up to scratch?

Tell us more and we’ll reach out to you

Regardless of your role, your experience, where you work and your position we can help.

PRINCIPAL

SALES MANAGER

SALES AGENT

TEAM

OR

POD

agentdynamics.com.au

PROPERT Y MANAGER

ADMIN/SUPPORT

To get more information or to book in a time to talk please contact us in one of these ways: Online julie@agentdynamics.com neil@agentdynamics.com www.agentdynamics.com

I N -T U N E W I T H N E W S C H O O L S E L L I N G

Tel: 0412 752 366 Julie 0417 249 688 Neil

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