Primary sales agent are always faced with a vital strategic decision of whether to sell multiple projects at once. In today’s article, Tuong Phat Land will analyze the benefits and challenges as well as find practical solutions so you can be more confident. Find out now!
1. What is a primary sales agent?
Primary sales agent is a term used to refer to a real estate broker who sells projects directly from the investor to the first customers. They are sales positions whose job is to find, approach and attract new customers for the project.
The main tasks of a primary sales agent include:
- Using various channels to create a list of customers who are likely to be interested in the project or apartment.
- Being the first person to contact customers via phone, email, Zalo, etc.
- Determine whether the potential customer is really suitable or not.
- Present the core benefits of the project to arouse the customer’s interest.
- One of the most important goals of a primary sales agent is to close an appointment to meet in person and work further.
- After screening and warming up the relationship, they continue to take care of potential customers to understand their real needs and reach the ultimate goal of closing the deal.
2. Should primary sales agents choose to sell multiple projects at once?
Whether or not your primary sales agent team should sell multiple projects simultaneously is a strategic decision, depending on your direction and resources. However, we believe that in order to make a suitable assessment, let’s analyze the pros and cons of this option.
2.1. Benefits when you accept to sell multiple projects at the same time
In the primary real estate sales world, whether to focus on a single project or sell multiple projects at the same time is always a big concern. Many people believe that “one job is better than nine jobs” and believe that having a deep understanding of one project will bring the highest efficiency. However, in a volatile and competitive field, the strategy of selling multiple projects at the same time also opens up golden opportunities that you may not expect:
- Expanding customer base: primary sales agent can turn themselves into a prestigious “one-stop-shop” in the hearts of customers.
- Optimizing conversion rates: For example, customers really like you but the products you advise still do not meet their needs. Instead of losing customers, you can introduce corresponding options B, C, D, … to retain customers and increase the chance of closing deals.
- Practice smart cross-selling: Projects can complement each other perfectly, so primary sales agent can absolutely suggest an “investment combo” to maximize the value per customer.
- Shield for your income: If unfortunately, the key project you are handling has legal or progress problems, you still have other projects to ensure income.
- Flexibility in the face of market fluctuations: When selling products in many different segments, primary sales agent can always flexibly rotate to optimize efficiency.
2.2. Beware the ambition traps in primary real estate sales
Besides the extremely profitable opportunities, choosing to sell many projects at the same time also has risks worth considering as follows:
- Many problems occur in the marketing stage: The problem of getting many projects to be interested at the same time is a difficult problem, requiring you to spend a lot of effort and time to find a solution.
- Easily exhausted, not ensuring quality: The pressure of remembering, updating policies and providing accurate advice for each product can easily overload you, leading to information confusion.
- Difficult to measure effectiveness: When running many campaigns at the same time, tracking and reporting results is often compared to a nightmare by sales people. Primary sales agent will wonder which project’s sales data is effective or where to put the budget.
- Unable to take good care of all customers: As mentioned, once you are confused and tired, the quality of advice for customers is no longer guaranteed.
- Customers get lost too: You may not notice it, but when customers have an ambiguous experience, they also feel confused and overwhelmed, leading to abandonment or delay in making a purchase decision.
2.3. So, should primary sales agent choose to sell multiple projects at once?
Tuong Phat Land believes that primary sales agent can still choose to sell multiple projects at the same time when and only when they have a smart work plan. If you are working with a team, the advice for you is to assign tasks clearly according to their expertise and experience. Not only that, learn to support each other instead of seeing teammates as competitors, such as organizing events together to attract customers’ attention.
However, if you are still not confident and your main purpose at the moment is to learn and gain experience, then choosing to sell each project is also a reasonable decision. Before making a decision, the Tuong Phat Land team often asks 3 questions:
- Do we have enough human resources and financial resources to serve the projects?
- Do these projects complement each other reasonably or are they stepping on each other?
- Is our management system ready for this complexity?
If you are also a primary sales agent and are looking for a solution to optimize your strategy, hopefully the information that Tuong Phat Land has just provided will be suitable for you. Tuong Phat Land will continue to inform readers of the hottest real estate news, follow along!
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