Should I start a trainee Real Estate salesperson at the reception?

Image

I get asked this question a lot as it seems the best way to ‘ease’ young or inexperienced people into the world of real estate.  But why waste their energy if you know from their SIP results that they are capable of prospecting from the first week and becoming profitable members of the sales team within months?
 
 
This is a great idea ONLY if it is a busy reception where they have plenty of interaction with the public so they can start evolving their communications and rapport skills. The high-speed variable nature of a busy reception will energies them making them great representatives of your business.
 
 
However, in any downtime or if the reception is always quiet, they should NOT be doing real admin/PM work as they will:
 
1. be bad at it, no matter how often you show them and upset the PM staff
2. get discouraged that they shouldn’t be in RE when what they shouldn’t be is doing detailed admin work and so you will waste their early enthusiasm which often gets people through the barren start-up stage of sales.
3. leave you as they will feel useless, but with a strong EXP score, they will have the courage to leave and find something better. They have poor memories of your business and may harm your reputation as they will become a good salesperson somewhere.
 
 
With digital payments and mobile phones, most offices do have very quiet reception desks. In that case, you could have them share reception with someone who is a real admin person and do sales work in the other half of their time, like;
 
1. Being a leasing officer, ie showing rental property and general making phone calls to set up things for the PM’s. Again, don’t expect them to be good at processing the applications.
2. Prospecting for either sales or management
3. Out doorknocking and expanding the database for the business. If they did two half days a week that could be hundreds of new contacts over a few months and get them into great prospecting habits for when they are ready to be in sales.
 
 
If you have hired using SIP, no matter their age or background, they will take selling including cold calling with minimal angst and be productive members of your sales team within months.

5 ways SIP shields you from poor recruitment

When we think of poor recruitment outcomes it is easy to imagine the financial loss on salaries, resources and training that hiring the wrong person costs you. But there are real issues from even interviewing the wrong ones that can have a subtle but potentially more devastating effect on your business. Find out how SIP can shield from all of these. Continue reading

Could you have a career in real estate sales?

Ever dreamed of a job in the country’s highest paying industry? Why not a professional career within your own community that can give you a six figure income after 2-3 years and where it is possible to break through the … Continue reading

How To Series Episode 6: How to Sell

Many of us get into selling entirely by accident and many of us are petrified of being sold to. But selling is just a conversation – it is as simple as that. But selling is a conversation with a purpose; … Continue reading

How To Series Episode 5: How to Close the Sale

Selling is a conversation. At the end of which, somebody gets to make a decision. At the end, we close. How do you know when that conversation is at its end? Some training programs will say, close, close, close. Close … Continue reading

How To Series Episode 4: How to Build Trust

It’s a fundamental process in human interaction whether you’re building a relationship or trying to sell a product, and the process is exactly the same. In the Emotions in Selling program we spoke a lot about the mechanisms of fear … Continue reading

How To Series Episode 3: How Resumes are Killing your Business

Recruiting sales people is the trickiest part of your company. Recruiting sales people is harder than recruiting any other part of the business because the number of people who can sell is actually quite small. But the number of people … Continue reading

How To Episode 2: How To Cold Call

The first part of the process is, can you really do it? It looks easy and many people think that anyone can do it. We all have phoning blitz or a called calling day, get the whole company out there, … Continue reading

How to choose a Business Coach

Lets leave aside the question of when do you need a business coach and skip to: How do you choose the right one for you? I often hear comments by people trying to sell their coaching services that only current … Continue reading

How To Episode 1: How To Recognise a Sales Person

You need staff and you need to interview a pool of candidates and see which one of them can sell. There is a myth that some people believe that they can recognize sales people as soon as they see them, … Continue reading

Spotting a Top Gun Listing Agent

Spotting a top gun listing agent in a 40 minute interview just from their external attributes is impossible… As a Sales Psychologist with 20 years experience I have found in my research of top guns that they come in all … Continue reading

Starting a Sales Career Part 1

In this short interview, Maya Saric – Sales Psychologist and founder of Sales Inventory Profile – will be talking to Eliza Doueihi, a member of the Sales Tribe team. Eliza starting with Sales Tribe as a Business Development Manager, moving … Continue reading

Starting a Sales Career Part 2

Continuing on from part 1 this short interview Maya and Eliza talk about using SIP – the Sales Inventory Profile – to recruit people who can really sell, and why this is. Maya: So Eliza, you’ve journeyed from not selling to … Continue reading

Sales Myths Episode 5: Anybody can sell

Sales Myths: There’s no skill required to sell. Anybody can do it. Indeed, there are lots of people who have tried to sell and failed miserably. The mutli-level sales organizations of the world would testimony to that. They have thousands … Continue reading

Sales Myths Episode 4: Selling is not a real career

Selling is not a real career. Indeed, many people do get into it by accident. But, 90% of managing directors having during their career been sales people. Sometimes for a long period of time, sometimes for 4 or 5 years, … Continue reading

Sales Myth Episode 2: Selling Ice to Eskimos

Another sales myth that is the most popular is that if you can sell, you can sell anything. And a lovely cliché of selling ice to Eskimos. That is also not true. There are several types of sales people and … Continue reading

The Importance of the Herd effect in selling

Having started in previous posts to talk about the role of fear and trust in selling, we now introduce two additional concepts; “herd” and “separate”. The Herd response signifies safety in numbers and falls into the trust side of the … Continue reading

The Role of Trust in Overcoming the Fear Filter

Continuing on from The Role of Fear in Selling where we looked at how the fear filter works, we continue to discuss the Trust barrier in selling. To recap, the fear filter separates the Primal brain and its flee or … Continue reading

The Hunter vs. The Farmer

In our world, there are a lot more Farmer types than Hunter types. The people that interview and hire you, such as HR Managers, Sales managers, and even some Managing Directors, tend to be Farmers. This means that they are … Continue reading

All about SIP Recruitment: Why we write your adverts for you?

All about SIP recruitment program is that we write the adverts for you.  We use your logo, your identity, and we write elaborate detailed adverts that are designed to attract a broader and deeper candidate pool. So if you are … Continue reading

All about SIP Recruitment: Best Sales Recruitment tool in the world!

  Sales Inventory Profile. I like to call it SIP, is the world’s best recruitment program because at its core is a selling IQ program. We’ve recruited hundreds of sales people around the country; 70% of those are still in … Continue reading

All about SIP recruitment: A Brief History of SIP

Sales Inventory Profile. Its acronym is SIP and it has been in the market since 2008. The research was conducted in the mid 1990s. When I was offering sales training, I was going around the world saying, “Let me help … Continue reading

Eliminate time-wasters and finish your to-do list!

Time management is an essential part of everyone’s lives. It’s particularly important for salespeople as if you’re not careful you will only spend 10% of your time selling. SO what really happens to the remaining 90%? Here’s a breakdown: Since … Continue reading

Reach those 2013 Goals without goal setting

Happy New Year! It’s always great to launch into another year; put the last behind and start afresh – of course, remembering what worked last year and learning from what didn’t – kicking off the New Year with renewed ambition … Continue reading

How will you drive yourself in 2013?

If something is truly important to us we are motivated to do whatever it takes to make it happen. Very few people think getting more money is important enough to endure the angst of prospecting. To have people push through … Continue reading

Hire the right Sales reps and training them will also be easier

We don’t expect to be able to do accounts in order to employ an Accountant. So…why do we expect to be great Sales Reps before we allow ourselves to employ great reps?  Can we really expect a new sales person … Continue reading