7 timeless principles to generate more business

Selling is so much more than convincing someone to buy something. And it doesn’t even matter what you’re offering. It could be a multi-million dollar home or even an idea — solid sales principles are at the core of all types of transactions.

We’ve curated a list of 7 timeless principles for building genuine relationships in business and  real estate.

7 timeless business principles to inspire your sales process

In the last decade, social media and the internet have dramatically transformed the real estate landscape. But some things stay the same.

With sound principles at the core of your sales process, it instantly becomes easier for you and your agents to engage the right leads in the right way at the right time. Let’s take a closer look.

1. Keep your ego out of it

At the end of the day, the sales process should be focused on one thing and one thing only — an actual customer with a real problem to solve. When it comes to nurturing your real estate leads and keeping clients happy, delivering a five-star experience is what matters most.

No matter how tough the road gets, keep the client at the heart of it. By focusing on outcomes over ego, you'll see increased sales as a byproduct. And the best part? The rest of your team will follow suit.

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2. Work-life balance is a lie

In the world of real estate, time management is a moving target. But what if embracing the chaos could help you become more productive?

Many agents get into this business thinking it’ll give them control over their schedules — only to realize that’s definitely not the case. The truth is, it takes a lot of work to land those deals.

Instead of burning out by trying to convince yourself you’re superhuman, think about ways to adjust your real estate scripts, automated systems, and tech stack to consistently close deals over the long term.

Nurture when it’s time to nurture. Prospect when it’s time to prospect. And prioritize your family as much as you need to. Consistency over time always pays off more than short-term intensity, followed by burnout.

3. Keep the focus where it matters

Whether you call it drive, passion, or impatience, as a real estate team leader, it’s up to you to motivate your agents to make forward-thinking change — and land more deals. Let them know what’s really important, by stripping away all the other tasks that eat up their time and energy.

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4. Sell values, not things

According to data from RetailBrew, 82% of consumers want to buy from brands whose values align with their own. And the same idea applies to your real estate brand.

By building a lifestyle around your brand through your social media marketing and other channels, you can communicate the bigger purpose of why your real estate business exists and the unique value it offers to inspire prospects to choose you over the competition.

5. Give people what they need (not just what they say they want)

Your customer says they want one thing, and that may be true. But don’t be afraid to call on your depth and breadth of sales experience to tap into the benefits they don’t even know they need yet.

As a real estate leader, your instincts play a big role in your ability to succeed. Review each stage of the real estate journey to make sure you’ve systematized what you know “in your gut” so that other agents can replicate your success.

6. Connect emotionally

American author, salesman, and motivational speaker Zig Ziglar once said: “People don’t buy for logical reasons. They buy for emotional reasons.” 

To rise above all the noise out there, companies must connect with their customers on an emotional level. According to Harvard Business School professor Gerald Zaltman, 95% of our purchase decisions take place unconsciously.

“People don’t buy for logical reasons. They buy for emotional reasons.” 

In other words, it's not just what you say, it’s how and where you say it. Connecting with your customers emotionally takes time — and creativity. Whether it’s revamping your drip email sequences or leveling up your real estate ads, consider which marketing channels will help you stand out.

7.  Make every customer feel unique

“Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you will succeed in life.” The one and only Mary Kay Ash, founder of Mary Kay Cosmetics, Inc. nailed it with this one.

Think of your customer as a guest. Make them feel special and you will win their loyalty. 

According to data from Retail Customer Experience, 71% of customers are more loyal to brands that give exclusive offers. So, what can you offer your clients to show your appreciation for them? What do you do that no other agent or team does?

Stay inspired every step of the way

At the end of the day, the success of any agent or team comes down to their ability to sell. But with the rise in automated tools and robocallers, not all sales processes are created equal.

“Do not complicate this,” said Justin Benson, Founder and CEO of Bara Agency in a recent episode of the Real Estate Team OS podcast. “Great sales organizations are built with great sales teams and leads at the end of the day. Start there and get that bedrock in place.”

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