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

        ·         Can I sell or do I take orders?

Can you sell?  If you yes what are you selling?  Is it your product knowledge?  Your market knowledge, low commission rates or low interest rates?  There will always be competitors with deeper pockets than you have and will take the business even if they lose money.  Their plan is to drive you out of their market.  Ironically, they are usually the ones to leave the market first because red never looks good on a balance sheet or profit and loss statement.  “Can you sell?” is really an unfair question because I can tell you I have never talked anyone into anything in 33 years.  What I do is demonstrate my ability to understand their needs and give them confidence in my ability to meet their needs and ask for the opportunity to serve them. And I close all the time.  It is rare when a client says no to me. If you don't believe me and you are a realtor, send me a client and I will prove it.  Today we don't really sell.  Maybe we were selling in the 70s and 80s but not today; especially when many borrowers know as much or more than lending and real estate professionals.  We advise, consult, inform and propose.  We demonstrate, articulate, and establish rapport and confidence with the client.  We don't sell.  If we are selling anything, it is ourselves.

This is talent and it can be developed to an extremely high and effective level.  Here is the secret and it is going to blow you away because I know you have not heard of it before.  Love.   Love God with all of your heart and all of your soul and love your neighbor as yourself.  Now don't get scared.  I am not about to start a bible study.  When you love someone you treat them with care and concern and you really try to understand their needs and what they are going through.  We should love everyone and our conversation should convey that love.  Agape love.  When you speak to people with Love in your heart they can tell immediately that you are different.  You are not just trying to sell them something but that you want to serve them and help them to achieve their goals;  whatever their goals might be.  When we approach selling as serving, there is a sense of joy and excitement that comes over you.  It's a natural feeling because we were created to be in relationship with one another.  We all long for friendship and companionship at work and at home.  We all desire peace and positivity in our life.  Closing the sale and making money is the icing on the cake but it is not the real reward.  The real reward is having hundreds of people who seek out your advice and wisdom and help in their time of need for significant decisions.  Buying a home or selling a home is perhaps one of the most important decision a person will make in their life.  They need friend, a confidant, a person who they can trust and has the knowledge and experience to help them.  The last thing they need is a salesperson.  Can you sell or do you take orders?

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 . . . oris the word Profession an Overstatement? Part I
The Profession of Real Estate . . . oris the word Profession an Overstatement? Part II

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