When I decided to get into real estate, I figured that my background would be a perfect fit. I have a strong history in the sales field. I was really good in my field, and truly enjoyed the social aspect of a sales job.
When I took the classes and worked with a mentor, sales was what was discussed. There were strategies and outlines. There were even scripts you could use. It wasn’t until I really got off the ground that I realized that sales has nothing to do with being a good real estate agent.
I’m sure there are agents out there that will argue that this is a sales job, but let me tell you why I think it’s not. My feeling is that if you are a good agent, you are not a salesperson but a consultant. This is one of the few jobs where it doesn’t matter how hard you might try to sell someone on a home. Buying a home is incredibly emotional. It is also one of the biggest expenses you will have in a lifetime. I don’t know anyone who is casual enough to allow a salesperson to come in and twist their arm to buy a home that might not be right for them. Let me state it another way. I could never be that person who puts pressure on a client.
My personal feeling is that if you are a good real estate agent, you will treat your client like you would treat a good friend. There is respect, understanding and help in figuring out what type of home might suit that particular client best.
As a real estate agent, you are there to guide your client. You must be knowledgeable and able to teach them the steps in home ownership. You are the person that a client will go to for consultation. Maybe the time is right for a customer to buy, and maybe it’s not. The goal is not to sell a home, but to help a customer decide what’s right for them.
If you go about your job in this manner, the rewards will come. A customer might use you later down the road because of your honesty and integrity. You will gain a good reputation, and yes, you will sell homes and make a good living.
It’s all perspective. I know that I would be turned off by an agent who felt like a salesperson. On the other hand, an agent that acted as a consultant would impress me and leave a lasting good impression.
For those of you just starting out in real estate, this way of looking at your job might be of enormous benefit to you. If you are an agent, how do you approach your job? Are you a salesperson or a consultant?