Since this blog is dedicated to bringing sales techniques and strategies to real estate agents and recruiting people to my team, I thought I’d clarify something important.
When you “sell” someone on the idea of buying a home or listing their home with you – you essentially – “made a sale”. You convinced someone to hire you. When you convince someone to take any course of action, you’ve essentially “sold them” on their own conviction.
“Making a sale” is helping someone hear themselves and see their options. I consider my skills as a human relations coordinator, if you will, as my best business asset.
My ability to listen, identify and work with people through any and all situations in real estate, helps any person I’m working with to make decisions. That’s what “selling” is.
It’s asking the right questions such as, “What information do you need in order to make the best decision possible?” And then asking the right follow up questions after that and then listening to the answers. While they’re talking, don’t be thinking about what you’re going to say next!
“Making a sale” also involves a can-do attitude – a super can-do/positive attitude. What is that?
So next time you’re speaking with someone about convincing them to take a course of action, whether it’s hiring you, accepting an offer, increasing their offer on a house, adjusting the price of their home – remember that when you help them make a decision – either way, that’s when you’ve truly helped them.
“Making a sale” or “selling someone” isn’t about you; It’s about them. They’re the ones making the decisions. This helps me have conversations with people and allows me to take the content of those conversations all the way. And I’m not talking about “closing someone” on this blog, simply as a means to get what I want, but it’s about the other person getting what they want.
Because if I can help others get what they truly want, then, and only then, will I get what I want for me and my family.