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Sales Mastery for Real Estate Entrepreneurs.

Dan Doran and Richard Roop say that negotiation is the world’s highest paying skill. In this arena, just a slight edge over your competition will give you phenomenal results. In real estate investing, your success in negotiating deals shows in your numbers and in your client testimonials and referrals.

Every day, Sales Masters Dan and Richard work with real estate entrepreneurs, helping them to address their weaknesses and build amazing negotiations skills.

Dan Doran helped to develop this self-assessment for GaryBoomershine.com using insights they’ve gained through working with thousands of real estate entrepreneurs.

Take this Quiz: Rate your Sales Negotiations Skills

Take a few minutes to jot down your answers to these questions for a quick self-assessment.

1. Are real estate sales negotiations a science, or an art form?
2. Do you pursue deals with clients who are first and foremost motivated, or qualified?
3. Do you use a prepared script for meetings and presentations?
4. Do you think that real estate is just a numbers game?
5. What’s the best way to open the channel of communication with prospective clients? Why is this important?
6. Is the sale made during your presentation, or during the close?
7. What’s your most valuable sales asset?

Sales Masters Have the Answers

While there may be few absolutely wrong answers here, Sales Masters Dan and Richard are crystal-clear on the responses – and the practices -- that’ll give you a razor’s edge over your competition and instantly start boosting your bottom line.

Check out the key below and compare the answers you jotted down earlier to Dan and Richard’s responses. This exercise should help you to identify your strengths and pinpoint areas for improvement in your sales skills repertoire.

Check your Answers: How Do you Rate?

1. Mastering sales negotiations is a science and an art form.
It's a science in that it necessitates taking specific, measured steps that can be learned; it is an art because it requires an understanding that success can only come with dedication, practice and incremental improvement, says Richard.

When real estate investors commit to making perennial enhancements to our sales negotiations skills, the most ambitious personal and financial goals are suddenly within reach.

2. Seek out clients who are qualified, then use your sales negotiations skills to inspire motivation.
Folks who are desperate are generally motivated, but qualified clients are far more likely to produce better deals for your bottom line. These days “qualified” is nearly synonymous with “equity.”

By simply shifting your perception and approach in this area, Dan says, you can create exciting new opportunities in your business and dramatically improve your negotiations skills.

3. Always use a prepared presentation.
This strategy is scientifically proven to boost your sales, yet most investors don't even realize they need a prepared presentation, Dan says. A good presentation goes beyond the basic sound practice of addressing people by name, and being agreeable whenever it is possible.

Keep your presentations simple, and avoid using technical terms and jargon with clients. Most clients will clam up if you're using words that they don't understand. Anticipate your clients' objections in advance and address them in your presentation.

Dan and Richard suggest that you also must embrace your role as a problem solver and demonstrate to clients that you offer their silver-bullet solution. Adding positive testimonials from other clients is a great way to build trust and instill confidence in clients.

Remember, presentations are your opportunity to show clients the magic you can work for them.

4. Real estate is much more than a numbers game.
Although a lot of real estate investors believe real estate is nothing more than a numbers game, thinking this way limits the your perception of the power of the deal. Clinging to this perspective is likely to inhibit your achievements in this business. Don't be jaded, Dan advises. Many of us too often forget that we're also selling a service.

Recognizing the humanity of your clients and addressing their human and emotional needs in your business relationship will help you to finesse more profitable deals and elicit the glowing client referrals that’’ help you to attract the clients you want in future deals.

5. The best way to open the channel of communication with clients is to spend quality time with them.
Before you can truly engage in masterful sales negotiations, you must open the channel of communication that lies between you and your client. This process takes time, but it is time well spent in the negotiations process.

Once you’ve spent some time with your clients and opened the communication channel, you can easily to learn what makes them tick and identify their hot button issues, Richard and Dan say.

To get a handle on your clients' hot buttons, you have to spend time with them – at least 60 to 90 minutes -- and be sincere in your motivation to help solve their problems. It is not enough to identify the hot buttons, Dan says, you have to learn to use them to meet your client's needs.

Other than the obvious financial problems that are likely to plague your prospective clients, determine what other factors are playing roles in their distress. Chances are, these hot-button items are emotional rather than financial in nature.

Once you’ve identified the hot button issues, you're ready to draw them into the negotiations process. Pressing those hot buttons allows you go get at the root of the problem and formulate suitable, mutually beneficial solutions.

Hot buttons give you a natural point in the negotiations process where you can overcome objections before they’ve been raised and draw clients into the pleasure zone with your problem solving talents.

6. The sale is actually created in your presentation, not during the close.
If you got this one wrong in the quiz, clearly, you’re not alone. Too many real estate investors don't realize that a good closer is a great presenter in this business, Dan says. The best route to a smooth close starts with engaging your clients with an irresistible, value-building presentation.

Even if you're not completely convinced that the client is into the deal, Dan says, you must always mentally proceed with the sale. Here again, attitude is everything.

Committing yourself to performing a great presentation is a great way to instantly improve your sales results. If you build a great presentation, all that'll be left in the close is the paperwork. After the close however, is another step that many of us overlook: the follow-up, Dan and Richard say the significance of this step is often overlooked in our business.

Do what others won't, or just don't bother to do: follow up after the close. The more distressed the client was going into the sale, the more important it is to follow through after the close is complete, Dan says. This necessary extra step lets people that they're important: It crowns the transaction. It's also how you'll get your greatest testimonials and referrals.

7. You are your most valuable sales asset.
A positive self-image is the most powerful sales tool in your kit, Dan and Richard agree. Developing a great self-image relative to your sales skills is the most inexpensive way to see instant improvement in your negotiations skills -- and in your business.

Building a positive self-image is among the greatest challenges Dan and Richard tackle with students in their personal coaching endeavors. If you believe in yourself, you can do anything, yet Dan and Richard say they’ve often been surprised to find that even some of their wealthiest and most experienced clients still need coaching in this area.

How Do You Rate?
Remember the answers you jotted down earlier? When you compare them to Dan and Richard’s answers, do you see room for improvement? If so, don’t be alarmed. The devil always is in the details.

Most real estate entrepreneurs get about four of these questions right on paper, while even fewer get them right on a daily basis in their businesses. Time constraints, and the hectic nature of our business can keep us from improving our negotiations skill sets even when we recognize their importance in our businesses.

Many of us find ourselves pulled in too many directions to always address the details that define the difference between a real estate business that survives and one that thrives in today’s manic market conditions.

Dan and Richard address how to overcome the little distractions that can make a big difference to your bottom line. “Seven Habits of Highly Successful Sales Negotiators.”

Tap into your Inner Resources for Instant Self Esteem

Here are some tips Dan and Richard offer to help you boost your sales-centered self-image and tackle outside challenges using the power of positive thinking. Here are their recommendations to help you prepare for meetings and presentations:

• Approach every deal at your full potential.
• Center your approach: pursue deals with clarity of your purpose and goals.
• Do your homework and arrive early: Take a few moments to de-stress before the meeting.
• Before you go into a meeting, recollect your last great transaction or happy moment: draw upon this memory to infuse your negotiations with passion and confidence.

Use positive affirmations to build confidence create a clear vision of the goals you want to reach and the steps it'll take to get there.

Commit to Perennial Sales Skill Enhancements
The techniques and strategies we've discussed in this article, repeated over time, will boost your self-image and provide you with phenomenal sales. Like Richard says, "In sales, you have to perfect your inner game before you can master your outer game."

If you follow these tips, your enthusiasm may be so contagious that even your clients will catch it; then, your real estate business will really take off.

Sales Mastery for Real Estate Entrepreneurs

Richard and Dan’s broad experience is built on thousands of hours of insight gained through working directly with real estate entrepreneurs of all experience levels. They’ve seen and heard it all in this business and have used their knowledge and special talents to revolutionize the sales skills building process.

Deeply rooted in Dan and Richard’s “Seven Habits of Highly Successful Sales Negotiators,” the Sales Mastery system includes audio training, software and presentation tools, all designed and combined to help you finesse better deals on your own terms, boost profits and win awesome testimonials from satisfied clients.

Confidence in selling comes when you know that you can handle anything they throw at you. Preparation and practice of the “right words” said in the “right way” makes you a confident negotiator in every situation.

With help from their Head Coach Willie Hooks, Dan and Richard have made their sales skills arsenal more accessible, and affordable than ever before. Their highly acclaimed “Sales Mastery for Real Estate Entrepreneurs” home training system is geared for the real estate investor who is committed to success and wants an action plan with immediate results.

SUMMARY
Sales Masters Dan Doran and Richard Roop say that negotiation is the world’s highest paying skill. Every day, they work with real estate entrepreneurs to build amazing negotiations skills, boost profits and elicit awesome client testimonials with the “Sales Mastery for Real Estate Entrepreneurs,” personal sales negotiations training system.

When real estate investors commit to making perennial enhancements to their sales negotiations skills, the most ambitious personal and financial goals are suddenly within reach.

This system is the instant cure for those of us who find ourselves pulled in too many directions to consistently address the details that define the difference between a real estate business that survives and one that thrives in today’s manic market conditions.

“Sales Mastery for Real Estate Entrepreneurs” with Dan Doran and Willie Hooks includes the tools to give you immediate results leading to long-term improvements to your sales negotiations skills.

The laws and principles of selling not only work in real estate, they work everywhere. Willie and Dan have taught these concepts to 100's of businesses for massive improvement in the bottom line. Learn both the art and the science of selling from the masters.