sales training Archives - Demetree School of Real Estate

The Secret Of Success On The Florida Real Estate Exam — And Really Everything In Life

One of my favorite speeches is The Common Denominator of Success by Albert E.N. Gray. This was delivered at the National Association of Life Underwriters Annual Convention in 1940.

It’s worth reading the entire speech, but here’s the most important line: “The common denominator of success – the secret of success of every man who has ever been successful – lies in the fact that he formed a habit of doing things that failures don’t like to do.”

The real estate students who do well in my class usually do not enjoy studying any more than the students who don’t do well. The successful students formed a habit of study. They are studying every day, making flash cards, and taking practice exams. Meanwhile, the unsuccessful students formed a habit of making excuses, “studying” while watching TV, and surfing the internet to find the latest tool that will help them study rather than actually studying.

Successful students form a habit of making flash cards, answering practice questions, and prioritizing studying for the real estate exam over other activities in their life.

Gray goes on to say that successful people are motivated by results while failures are motivated by activities. I have students who study that same few chapters over and over. They know this material, so it is more enjoyable than studying the material they don’t know. Late when they fail the exam, they say, “But I studied for three days!” These people focused on pleasing activities (studying the easy material) rather than pleasing results (passing the Florida real estate exam).

This applies to life outside of getting your real estate license as well. The successful sales associates at your office don’t necessarily work harder or have more talent than the others. They’ve formed a habit of doing things the failures don’t want to do.

If you work in timeshare, those tops reps were not born at the top. They worked on their presentations and studied their scripts until it was perfect. That’s not always fun. But it’s always fun to pick up the big paycheck.

If you work in residential sales, you only spend about 25% of your time working with clients and selling houses. The bulk of your time is spent prospecting for new clients. The successful sales agents are not necessarily smarter. They don’t even enjoy making prospecting calls. But they have formed a habit of it.

Check out The Common Denominator of Success. For 2018, commit to forming a habit of doing things that failures don’t like to do. If you do that, 2018 will be your most prosperous year ever!

Please note that neither I, nor anyone in the Climer family, have any affiliation with Climer School of Real Estate. My father, Ron Climer, sold Climer School of Real Estate in 2014. You can find me at Demetree School of Real Estate.

By Karen Climer|2021-08-25T14:42:20-04:00December 28th, 2017|

Three Reasons To Start Your Real Estate Career In Timeshare

I talk to people all the time who are just starting their real estate career. Some people ask me, “What’s the best area of real estate to be in?” I often suggest timeshare. Even if people tell me that they are interested in residential or commercial real estate, I sometimes suggest they work in timeshare for a year to get a solid foundation in sales. There are three reasons that I suggest starting your real estate career in timeshare:

You will learn to sell. Timeshare salespeople are the best salespeople in the world. Customers are paid to come to the sales presentation. As the family drives into the parking lot, they make a secret agreement on how they will deal with the sales presentation. They pinkie swear with each other to not buy anything. After talking to Joe Salesperson for two hours, they walk out having spent several thousand dollars. Your average real estate salesperson can’t do that. But your average timeshare salesperson does that several times a week.
You will get the best sales training in the world. It’s no mistake that timeshare salespeople are good at what they do. Nearly every timeshare company has paid training where they teach you how to sell the product. The best companies have training that includes sales psychology, reading body language, and negotiating skills. These are skills that will benefit you for the rest of your life. Not only will you be provided training, you will be provided customers so you can hone the skills you learned.
You will get good at sales because that’s all you will do. In residential and commercial sales, you will spend half of your time prospecting. You will attend networking events, join civic clubs, mail out postcards, and talk to hundreds of people, with the hope that when they finally need your services, they will call you. Once you’ve sold a house, you will also spend a lot of time dealing with title companies, mortgage companies, inspection companies, and a host of other people involved in the transaction. You are not paid for this time.

In timeshare, the prospect is brought to you. When they decide to buy, your job is finished. Someone else takes over to handle the paperwork, financing, and everything else. Your job is to sell them, and that’s it. You will do it many times a day, so you will get very good at it.

If you sell timeshare for one year – just one year – you will have a solid foundation to start any other sales career. You will begin your residential or commercial real estate sales career as someone who knows how to sell rather than someone who unlocks the front door for customers.

If you need any help starting your real estate career, I can help. Call me at (407) 493-3974.

By Karen Climer|2021-08-25T14:51:23-04:00August 29th, 2017|