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4. Phone calls: A phone call is one of the easiest ways to exhibit your professional skills. It also provides you with a great opportunity to make a voice-to-voice connection with your clients.

5. Personal notes: A quick note makes any relationship more personal. Why? No one does it anymore. When you write a personal note to a client, you set yourself apart from your competition while making their day.

6. Pop-Bys: A small, inexpensive Pop-By gift ties the whole system together. Clients appreciate that you thought of them, and it provides another opportunity to connect with them on a deeper level.

Everyone Is in the Sales Business
If you want to sell like a pro, you have to understand one thing: Everyone is in the sales business. Consumers today, especially the younger generation, are skeptical about a sales pitch—they can see it coming a mile away.

Today, selling requires us to improve the way we communicate with our clients. This is true whether you’re selling an idea, a concept or a product or service. In order to sell to today’s consumers, it’s essential to do the following:

1. Listen. What do your clients need? Find out. Ask open-ended questions and write down what they’re telling you. In fact, mirror what they’ve says to ensure that nothing is lost in translation.

2. Practice and prepare. Selling like a pro involves practice and preparation. Honor your clients by putting in the preparation long before you meet with them about buying or selling a home. Rehearse your dialogues on a regular basis, and repeat them until they’re second-nature.

3. Have enthusiasm. You won’t convince anyone to buy anything if you haven’t convinced yourself. As real estate professionals, we have the luxury of selling a product that everyone wants. We’re able to sell the dream!

There’s No Difference between Sales and Service
Skillful selling involves serving your clients and providing value. When you send an informative monthly Marketing Flyer and follow it up with an eReport, phone call and personal note, you’re providing value and deepening your relationship with your clients, which makes referring you easy.

We naturally want to do business with people we like. By maintaining a relationship with your best clients, you’re ensuring that your clients will refer you to their family, friends and other great people in their personal networks. Maintaining strong relationships is essential if you want to connect with today’s consumers and succeed in the new era of real estate.

Brian Buffini is the Founder and Chairman of Buffini & Company.

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