In commercial real estate sales and leasing, many salespeople struggle for one reason or another in the early stages of their career. Over time the struggle can be frustrating and slow the progress that you need as an agent in creating listings and generating commission. When the property market is slow or challenging this can magnify the problem at a personal level.
To make personal progress in the industry, the fast track process involves identifying your weakest links or skills and then the solving them. As to how you solve these things, you have a variety of methods including, hiring an assistant, training yourself, practice, and directed focus.
Perfect Does Not Exist
None of us are perfect when it comes to sales and business, but over time we can improve things and resolve weaknesses. That is how ‘top agents’ achieve great success. They are great at self improvement.
Your weakest links are the things that hold you back in the industry. Lots of salespeople have one or more issues to deal with, so don’t feel that you are alone. However, the sooner that you understand the problems and deal with them, the better your career will be.
In many cases with most salespeople those things of ‘weakness’ are typically one or more of the following:
Prospecting for new business
Use of technology
Communication with clients
Presenting and Pitching for new business
Listing properties professionally and confidently
Market knowledge to use in your sales pitch and presentations
Negotiation skills with sellers, buyers or tenants as the case requires
Marketing systems and processes to promote property to the right target audiences
Some things on this list will drag your career backwards faster than you want or need. For example, the matter of prospecting is a big problem for many, and perhaps even avoided. Presenting and pitching for new business is also a big issue for some agents.
To improve your market share and your personal listings and commissions, it is best to have a serious look at your weakest links that are holding you back.
When you have defined your weakest links you can prioritise them to high and low level issues. If prospecting for new business, or presenting for listings are weakness issues for you, then they will do the most damage to your career, when left unaddressed.
So to move things ahead here, you should identify your weaknesses, be grateful that you understand them, and start to work on the methods of improvement and resolve. If you have a close friend that you can confide in, get them to help you with the process of identifying weakness and creating change.