I grew up with my father in sales. He was eventually a very successful real estate broker with 4 thriving offices.
Now 83, J.Pat O'Neill - my father still has a passion for this business and holds and active license just to give referrals.
When we first got married, my hubby sold real estate for s short time. That was when interest rates climbed to 22% and he decided to go back to school and get a real job. :) Eventually my father closed up shop due to the market of the early 80's. (aforementioned)
I was a stay at home mom for many years. We have 5 amazing kids! I decided 8 years ago to get my real estate license. Something I had been considering for some time.
The most central thing I have learned in this business is that SALES is not at all what some people think it is. There are dozens of approaches to sales. Here is my motto: Service, Knowledge and Passion = Sales.
Sales makes the world go round. But good sales is not what some perceive it to be, or even more importantly- what it used to be. Old "sales techniques" don't work in today's world. Here is a secret: I can't talk anyone into buying a certain house. I can however, outline the facts and be a trusted adviser.
I do work very hard to MARKET AND SELL my listings!
I do find with some people, I have to SELL MYSELF. Not to ever be mistaken with SELL MYSELF OUT!
Pushy, manipulative sales pitches are offensive, and don't bring the best long term result: referrals.
I genuinely care more about what is best for my clients. I have actually advised several people not to move. I don't think selling a home, when you aren't 100% sure it is the right time is good for anyone.
I remember some of the old school " pressure based" sales tapes that went around 30 years ago.
No thanks!
I am proud to be in sales, and yet I don't want people to roll their eyes when they see mme coming.
First and foremost, I am a mother, wife, friend, daughter, sister...
I just happen to love real estate and have the privilege of "selling" it.
BethAnn Long ~ Spokane Realtor- Coldwell Banker Tomlinson South Inc.
509-362-4607
...there's no place like your home!
Hi BethAnn,
Integrety is so important in real estate and you seem to have a lot of it :)
All the best!
Your attitude will bring you success, BethAnn. Personally I don't think you can "sell" a house. The best you can do for a listing is to expose it to as many potential buyers as possible and make sure that it's best features are accented.
For buyers, all you can do is to find the home that makes them feel that it is the one for them. If you really pay close attention to what their needs and wants are, they don't need to be "sold" a home. They will sell themselves, and you will get the credit for finding it for them.
Hi BethAnn~ I could never be one of those pushy salespeople either! I am also a RN and genuinely care about my real estate clients as well!
What a great attitude!! I love your passion for real estate. It is the way I feel myself about the business. Good luck to you.
Beth Ann, forget referrals from clients. I'm sure that any Active Rain blogger reading this one will make you the one to help anyone they care about who moves to Spokane.
Thank you Patrica :) You are one of my favorites! I love the weekly!
Hi BethAnn -- Like Pat, I like your attitude toward sales.
Hi Beth Ann, I could not have written it better my self and it sums exactly the way I feel. Enjoy the holiday tomorrow!
Hey BethAnn,
What is so wonderful about what you write is all the heart you put into it. Honesty is such a sweet story these days.
Thanks Patricia for the highlight.
Angela
Beth Ann, Great post. I agree with you completely. The best sales trainer I ever heard ( the late Bill
Brooks of The Brooks Group ) said nobody sells anything, we help customers buy something.
Hi BethAnn, You're preaching to the choir here. Some " Olde School " techniques just make me cringe ! Have a terrific Memorial Day !
This is what good salespeople always were...it's just the bad ones that got the press.
What a refreshing and positive attitude on what real estate service should be all about. Pushy is not in Robin's or my game plan and I sure don't appreciate when "pushy" comes at me. Thanks for a fine post and thank you Pat Kennedy for your Sunday Blog that led me here.
Sue of Robin and Sue
What a great attitude. Pushy sales have never been my style. Like you, I come from a real estate family, and my mother always taught me are relationships with clients are long term and are to be treasured as is their trust in us.
This is terrific..Just what I have found to be true and what I have been preaching. Don't PUSH...PULL.
Thank you to all of you who commented, and to Patricia who always does a great job on her weekly. We all look forward to that! :)
Hi BethAnn,
You summed it up beautifully. I don't want to send folks running when they see me, as they know I am in sales!!! The good news is I try to provide the best information I can in this profession and get a lot of referrals.
So far, no one has run screaming when I walked up:-)
All the best, Michelle
Hi BethAnn,
Long time no chat. I love your post. Your outlook is treasured.
Help people with a passion, chose what you sell carefully, never sell anything that you don't see helping your people and never take a client for granted. Be dedicated to your clients goals and you will reach your own.
Thanks BethAnn! Tom Ferry calls it being a "knowledge broker" and I think it brings the best results.
It sounds like you do a great job for your Clients and Buyers. Keep up the good work and the referrals will follow!
BethAnn, I like the terminology "selling myself not selling myself out." I work hard to do this too.
Yes, I dislike the view that all sales is pushy, manipulative and heavy-handed. Service is the key.
Hello BethAnn and I am so sorry I missed this post, I have been very busy and I think your post is worth a feature at one of my favorite groups at AR!
CUSTOMER SERVICE
VB ;-)
One of my earliest trainers in real estate said it well. "Realtors don't sell houses. Houses sell houses." In other words, we just orchestrate the opportunity in which a ready, willing and able buyer finds the right house--the house sells itself to the buyer because it is the house which meets the buyer's needs. I learned a long time ago to be a trustworthy advisor, a knowledgeable facilitator, and to negotiate to always benefit my client's needs and not my own ego or pride. When your clients know you really care about what is best for them, and you know your job and can give them solid knowledge-based advice, you don't have to ever be a "pushy salesman/woman".
Thanks ROBERT!
I appriciate all of your comments!