Real Estate Sales Training: Choose A Playing Field Where You Can Be King

From your real estate training youve probably been told you need to stake out a farm. The concept is that you can be the expert for your farm, and represent the buyers or sellers in your staked out area. Woohoo, in most cases there arent enough property transfers in your farm in any given year to feed your dog. Dont bet your success on your farm.

Most real estate training focuses on getting you to do the exact same thing the other +300 plus real estate agents for every property transfer are doing. So whats your competitive advantage to doing that? How can you expect to even get in the real estate game when there isnt an advantage to working with you. Your clients really arent dumb enough to believe that youre an expert in your farm anyway.

If you want to succeed in real estate you need to choose a playing field where you can be king. A good playing field provides enough property transfers generating enough income in a given year to make it possible for you to hit your revenue targets. In all likelihood a good playing field has very little to do with neighborhoods. A good playing field is an area where you already have connections. A good playing field can be related to your passions.

If you can build a real estate business around the things you already love you will benefit from increased real estate sales. Probably the best way to help you understand this is through an example. Lets say your passion is travel. As a traveler you probably travel as often as you can and attend events where other travel lovers go, you know other travel lovers, you have friends who are travel lovers, you know travel agents, you know what travel lovers need and want, and you know how to help those travel lovers get what they want when it comes to a property. In fact, you work with people who love to travel helping them to find the property thats right for the avid traveler. Now if you said that do you think travel lovers would be interested in what you had to say, and that it would lead to more real estate sales sales for you? Do you think travel agents would get it and refer their travelers to you? Duh, this is an example of a good introduction.

So, wheres your playing field, where you can be king of real estate sales in that field. Pick a field where people already know you, like you, and trust you as one of them. Then help them to understand that you are the expert in working with people like them. Once you get your first client in your playing field, and do a good job with them you have a built in referral system within your playing field that will drive business your way almost effortlessly.
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By: Cheryl A. Clausen

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