Playa del Carmen, and The Riviera Maya have a booming real estate market, but how can you keep your edge in the ever changing market? Here are some tips and ideas that may help you improve your real estate sales to ensure a long lasting career in the area.

It takes approximately one year to break even in the average business, it can take three years to show a profit, and it can take up to five years before a new business starts to generate real cash flow. In the real estate industry, it takes about six months to start closing your first deals, a year to start showing reasonable profit, and about three years to begin enjoying the fruits of a good and successful real estate career. So you have to be patient. If you're impatient, what can happen is that you will end up setting yourself back further than when you first started.

Is your real estate sales training program as effective as it could be?

Nothing is wrong with the intentions of most real estate sales training programs. Most sales people definitely need to improve their ability to market and sell real estate products and services. But, there are a lot of things wrong with much of the sales training that is actually being delivered in the marketplace. This can be proven by looking at the results that most real estate sales training produces and the high turn over in the industry. Fortunately, there are some very simple ways to increase the effectiveness of your real estate sales force. This series of reports is meant to outline some of the problems with most real estate sales training and the solutions you can implement to increase sales in your organization.

Are you doing what is necessary to avoid these ten mistakes?

Real Estate sales professionals have varied levels of success. Some have brilliant careers and happy, abundant lives. Others fail miserably. Many more plod through their days in “quiet desperation”, hoping some day to succeed. What makes the difference between those who succeed and those who fail? While there are certainly some genetic and environmental influences, sales skills are like any other skills, they can be learned. Success as a sales person is largely the product of learned habits. Failure in real estate sales are the product of errors in judgment that are repeated over and over again.

These errors in judgment lead to failure for many real estate sales people, and the frustration of underachievement for many more. These errors are easily corrected if the real estate sales person is able to identify the mistakes and then pursue a course of action meant to develop new habits and skills. In fact, the best real estate sales people, in each type of sales effort, are the ones that have been able to avoid, or overcome, these mistakes. The best real estate sales organizations are those that have built systems of operations and sales management that reinforce good habits amongst the real estate sales force. Sometimes they are even able to eliminate the possibility of these mistakes being made within the organization.

So, what follows is a brief description of two of the ten mistakes most real estate sales people make that cause them to fail. This is the beginning of a series of tips and ideas to make your business prosper and flourish. If they seem simple, it’s because they are! Because of their simplicity, they are easy mistakes to make.

Mistake # 1: “I’m just not a real estate sales person.”

One of the most frustrating things I’ve encountered is real estate sales people is the fact that they have never “owned” their position as a real estate sales person. To be successful as a real estate sales person you must start by being a real estate sales person! Real Estate sales people who fail because they have not developed positive beliefs about real estate sales are partly the fault of their sales management. Management in some organizations has been willing to hire people simply because they can “fog a mirror”.

Not everything can be blamed on sales management though. Many real estate sales people never develop strong beliefs about what they do because it’s an excuse for poor behavior and poor results. It’s easier to say, “I’m really a computer programmer (or some other profession), but when they downsized my industry I wound up selling real estate,” than it is to be successful. Until someone is able to proudly say, “I am a real estate sales person!” he or she has a built-in excuse for failure.

The truth is that everyone is a sales person. Real estate sales is simply the act of influencing people to take action. Everyone influences other people at some point in their life. The only question is, “How well are you going to do it?” People who do not consider themselves to be real estate sales people, never seek ways to be good at influencing other people. It’s similar to someone who says they are not a reader. The truth is that everyone needs to read, but those who decide they are not readers never seek ways to excel at it. If you are going to do it, you might as well excel at it.

Top real estate sales people have very strong beliefs about who they are and what they do. These beliefs cause them to pursue ways to increase their abilities. Most people think that the best real estate sales people must have been born with these beliefs, but the truth is that they developed the beliefs, and they constantly work to reinforce these beliefs. If you want to increase your real estate sales revenue, start by strengthening your beliefs about what you do. Be proud to be a real estate sales person and then seek for ways to improve your abilities.

Stay tuned for our next edition of tips on real estate sales; our next series will address:

Mistake #2: No Sense of Urgency; No Missionary Zeal: Most real estate sales people are not passionate about what they sell. They have not identified a unique selling proposition they can be excited about. A Unique Selling Proposition is the way you express your advantage in the marketplace. Every real estate product or service offered in the marketplace must have some advantage over other real estate products or solutions in order to succeed.

Over 20 years in real estate sales with some of the major real estate franchises in the US and successfully owning our own real estate company, has helped us assimilate the skills we present here. We can provide your sales force with the skills they need for a successful career in the real estate industry. This collection of tips is also available in Spanish.

This article and information courtesy of Mexico Mortgage Solutions e-mail Enrique (Henry) Saldana at This email address is being protected from spam bots, you need Javascript enabled to view it   for further information.

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