Ready to become a top producing real estate agent? Today on the show we have Richard Nassimi, an agent who started his sales career in the cutthroat New York diamond industry after immigrating to the United States from Italy. Feeling complacent in the family business, Richard ventured into real estate and today leads a strong team.
Richard discusses how the diamond industry taught him the art of selling, how to be a leader and develop great habits.
The Art of Selling
Real estate is a tangible necessity everyone needs, so if you can sell it right, you can serve a lot of people and make a lot of money. Richard talks about how he used the selling skills acquired in the diamond industry to become a successful agent:
- Questioning: Selling, surprisingly, starts with questioning. The more you ask the more you learn the views of other people and what they actually need and want. That helps you craft yourself and your service to their needs.
- Dig Deep: When you are dealing with people, get inside their minds and learn how they live, act and think as well as their personality. All of this will help you learn and properly sell more homes.
- Face-To-Face: Meeting leads and clients face-to-face helps you understand their emotions, feelings, and body language, all of which is imperative to know when approaching them. Most of the time, you can understand how you will need to approach a client by the way he or she dresses and talks.
- Choose Your Words Carefully: The way you talk, body language and the terms you choose directs your business. Using the word ‘situation’ vs ‘challenge’ for example pre-frames the conversation into something positive rather than negative.
Being A Great Leader
- Maintain The Focus: When leading a big team, you almost have to act like a dictator in that you can’t give people the freedom to do what they like. You need order, systems and the ability to keep your team’s eyes on the goal at hand. That doesn’t mean that you can’t take suggestions from your team, but always remember to keep them accountable.
- Always accept responsibility for failures, but share successes
- Study Weaknesses: Every leader, and every member of your team has weaknesses. Study those weaknesses and the obstacles in place to overcome them. If you are focused, determined and hardworking, you will always achieve your goal.
- Be A Dealmaker: The most important part of your business is being able to make deals. Become a dealmaker that agents want to work for, but know how to handle those deals with integrity and humility.
- Operate In An Abundance Mindset: Having an abundance mindset helps work and look at problems differently. When you have abundance in your life, no goal is out of reach or problem too hard.
- Keep A Scarcity Mindset: On the other hand, you should have a scarcity mindset when it comes to resources- always do your due diligence and get the best value for your buck.
Personal Habits
- Always Be Learning: Rich people always want to learn, poor people always think they know.
- Live Off Pressure: See everyday as a challenge to shoot higher than yesterday.
- Spend a lot of time with your family.
- Avoid Stagnation: Do every important task immediately.
- He’s a perfectionist
- 15-30 minute respond time– people today are too impatient to wait.
Books For Agents
Secrets Of The Millionaire Mind by T. Harv Eker
Listen to it free at audibletiral.com/superagentslive
Get In Touch With Richard
Call him at: 212 571 6300
Visit: tngny.com
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