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Seven sins of selling real estate

Learn how to overcome bad habits, sustain repeat business

Learn the New Luxury Playbook at Luxury Connect | October 18-19 at the Beverly Hills Hotel

We're half way through 2004...are you half way to your sales goals for the year? If not, it's not too late to improve by focusing on your selling techniques. To follow is a list of seven common real estate sales mistakes. Read through them quickly and see if you can identify one or two you struggle with. Own up and resolve to improve rather than defending the same old bad habits. Try out one of the techniques we explain on your very next appointment. It takes repetition to make your new method stick, though, so keep at in the months to come. Mistake #1: Talking too much The best salespeople are great listeners, not necessarily great talkers. Remember the 80/20 rule: 80 percent of the time you should be listening to what your clients have to say, and 20 percent of the time you should be asking questions, answering questions or elaborating on a point. Another way to think of it is this: the person who does the most talking dominates the conversation. The person who asks the most quest...