Training & Business Development: The Most Effective Tool You?ve Forgotten About

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The telephone is a powerful resource in real estate
RISMEDIA, Nov. 30 ? As technological advances continue to revolutionize the way real estate agents conduct business, many take one very potent real estate sales tool for granted, even though its formidable results far outweigh its nominal expense. Of all the sales communication channels accessible to agents today, very few offer a better opportunity to persuade a potential client to list, buy, or sell a home than the telephone.

After years of experience researching how agents use the phone, Byron Van Arsdale became convinced of just how much untapped potential it held. He also discovered why most agents were not using the device to its full capacity.

It certainly had nothing to do with its complexity; he observed that even very young children love to pick up their parents cell phones and play at making calls. The issue definitely wasn?t its cost-effectiveness ? in fact, as time passes the phone has consistently become more and more affordable to own and use.

So why does this tool remain so often overlooked and underutilized? ?It?s not rocket science,? Van Arsdale explains, ?but the biggest challenge facing agents who use the phone today is the lack of respect they unwittingly show to their customers. Since the phone is so ordinary, and agents sell dozens of homes every year, most fail to remember that this is one of, if not the single biggest purchase or sale the person on the other end of the line will ever make. As an agent, I was constantly reminding myself of that.?

Van Arsdale explains one of the poorer habits agents can find themselves exhibiting, ?You see, on the whole, agents possess very strong people skills, but they often forget to give their full focus to the client at hand, and the result is the lack of a clear message and a straightforward delivery.?

?Whether it?s a cold call or a warm lead, the difference between a good agent and a great agent is the ability to read and react properly to the subtle, yet essential information their customers are offering,? Van Arsdale concludes.

On this week?s RISMedia/iSucceed Business Development and Training Call, Byron Van Arsdale offers sound advice on how agents can take advantage of a powerful tool that is too often marginalized amidst the never-ending release of today?s newest technological devices. The interview, hosted by iSucceed?s own Bill Shue, will be available from Nov. 30 to Dec. 6 at www.isucceed.com/rismedia/interview.

A Master Certified Coach, former owner/broker of an independent real estate company, and faculty member of Coach University, Byron pioneered the integration of coaching and training by conference call for both small and large businesses. Byron has extensive experience training large companies in how to implement the conference call learning model, including IBM and Coldwell Banker.

As the current co-owner of www.realestatecoach.com, Byron is responsible for leading, developing, and training other coaches and trainers to deliver group education using this model, and has personally trained more than 1500 participants from over 13 countries.

Next week, enjoy a novel conversation with Cindy Dicianni, who developed an ingenious form of community philanthropy ? a rapport-building strategy able to overcome even the worst skeptic. Agents looking to strengthen their local branding will not want to miss this call!

Every Wednesday the RIS Media/iSucceed Business Development and Training Call offers new and veteran agents valuable real estate strategies, introducing them to the full 30-minute iSucceed Weekly Counseling Call, available only at www.iSucceed.com ? the largest online provider of real estate tips, tools, secrets and strategies, directly from 175 of the industry?s top-producing agents.

Listen to this week?s interview at www.isucceed.com/rismedia/interview.

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