The Profession of Real Estate . . . or is the word Profession an Overstatement? Part II

        What am I worth?

If commission rates or interest rates are your only value proposition then you have no value at all.  Get the training and coaching you need to develop the value that is within you and that needs to be brought out.  You will never have the lowest rate in the market for very long.  So why are you selling low commissions or low interest rates?  It is because you are selling the transaction and not yourself.  The vibe you give off is all about the transactional and not about the needs of the client and building a relationship with them.  Transactional selling takes very little time and effort.  Relationship selling takes a lot of time and effort and is 100 times more profitable.   Agents and lenders who are transactional in their selling are that way because they lack the ability to articulate their value.  They also may not have created a support team behind them to provide outstanding customer service and the time they need for the relationship selling process to be effective.  It takes time to sell.  You are still learning the profession of selling loans and/or real estate if you do not understand this fact.  One way to validate if what I am saying is applicable to you is your lead to application/client capture ratio or your client-to-closing ratio.  Your lead or referral to client ratio should be 90% or higher.  If your closing ratio is not 80% or higher then you should find out why.  You may need to improve on qualifying your clients so that you know they are able to close.  What are you doing that is preventing you from closing every client that contacts you about meeting their needs?  You need to know why.  The path to understanding your challenges in selling starts with getting a coach.  What are you worth?

Be the Brand you want to see in the world.  The Power Is Now!
Be the Industry Professional you know you need to be in your business. Your Power Is Now!


The Profession of Real Estate . . . or is the word Profession an Overstatement? Part I

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