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Yes....I can be an arrogant SOB.... But not when I'm working.

Call me cocky!! 407-873-2747 Hi folks. I have on occasion been accused of being "cocky" or "arrogant" when it comes to my selling style. Of course the reality is....it's just confidence. I have an over abundance of it.

When meeting with a potential buyer/seller my technique is to educate them. I'm not selling at all. I'm teaching them and giving them the information they need to make an informed decision. By doing this I'm building trust.

If you are having a difficult time "selling" folks it's because you are asking for the business prior to building trust. Building trust is the main ingredient to any sales job. And trust is built by really being knowledgeable about what you do and having the ability to present that knowledge to your potential customer/client in a confident manner. Confidence is contagious.Your confident manner will give them confidence in you.

And listen to them. I mean really listen. Get off the stage and place your client up there. Let them tell you what they are trying to achieve and then show them how you are going to help them achieve it.

Our job is NOT about selling it's about building relationships and solving problems. If you are trying to sell people you are missing the boat. I'm a trusted adviser, a negotiator, a friend, a calming force and a problem solver. Forget about the sale. Forget about the commission and concentrate on the people sitting in front of you.

Am I really arrogant?

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Posted by Bryant Tutas Broker/REALTOR(R) Tutas Towne Realty, Inc on 06/06/2009 09:36 PM

Comments (64)

Sales Attitude in the Sales Strategies / Tactics Channel

educational, opinion, selling

Originally posted at: BrokerBryant.com: Yes....I can be an arrogant SOB.... But not when I'm working.

64 Comments on Yes....I can be an arrogant SOB.... But not when I'm working.

JUN

Reserved parking fior TLW.

Super ROAR!!!

BAD BOYS-WHO YOU GONNA CALL?

Bryant - "Am I really arrogant?" No, you are just damn good looking:) "If you are having a difficult time "selling" folks it's because you are asking for the business prior to building trust." My friend, that's the perfect sentence for all of us to strive to be if we aren't already there. By the way, TLW puts the Super in Man.

LOL at TLW! And it amazes me how you keep blogging about the basics I was taught when I was first getting started... I was still selling manufactured homes at the time... about 15 years ago. The basics never change!

Bryant,

Arrogance is normally a charged made by the incompetent against the comment!

Arrogance is also charged when you stand your ground being right when those around you are wrong!

Arrogance is only bad in context.

Jason is right regarding: "If you are having a difficult time "selling" folks it's because you are asking for the business prior to building trust."

Bill

Why is 'arrogant' a bad way to be? Perhaps in business it can bite you in the posterior. (not to give lovely wife any ideas or anything) But if you're 'all that' and know it, I see no reason why you have to pretend to be humble just so others won't feel inferior around you.

Never ever be less than you are!!

Bryant my definition of being good at what you do is not having to tell people that your good. They see it, it just comes through with out us having to say a word.

I get a kick out of people in this business advertising that they are an expert. If they are such an expert, why do they have to advertise it???

Let people know what you do, and let them decide just how much of an expert we are.

And knowing that your good at what you do is not arrogance :)

I was out with new first time buyers today and it was about listening to what they were looking for and reassuring them that I am looking out for their interests. After just an hour of looking you could sense them relax and realize that I wasn't going to shove a house down their throat just for the sake of making a sale!

Hi Bryant!
You couldn't be more right! More than once I have had buyers decide to work with me because I shared with them what I knew about the neighborhood. I didn't ask for them to work with me. I didn't even ask them about what they were looking for. They came to my open and we chatted...about schools, about the park, about the local businesses and about the neighborhood. They worked with me because they trusted that I was knowledgeable.

Couldn't have said it better. Brian says this all the time. We make friends, build rapport, relationship, trust, and we know the stuff. No selling is needed. Besides I was never a good sales person IMO but I sold a lot, why because I wasn't there to sell. Also we just got a referral today and the 1st time buyer was told to contact us as they said they had a very bad experience with the previous agent. ~Rita

Bingo!

Right on the dot! LISTEN... to your client. REALLY LISTEN.

... I'm not sure that many Realtors out there really CAN listen properly ! I just dont think they know how to ! ...so many have a set speech that they want to get across, and just blunder through it, without truly hearing what the seller expects and needs !

So your point is well taken indeed !

....and boy TLW has made good use of that Ab-Blaster !?!?!?!

Cheers !

Sheldon

BB - This is why I don't rush people into signing stuff. I realize that first and foremost they need to establish trust. Part of this process starts by me telling them that while working with me there wil be times when I will need to be brutally honest with them. Once they here that, they get very perky and are totally ready to sign the agency disclosure and am exclusive contract to work with me. Call it, arrogance, honesty, confidence. - but our clients not only need all that, usually they want it as well.

I couldn't agree with you more. It is not arrogance, it is professionalism... and having the requisite knowledge and skills.

I love your definitions. They are so right! Building the relationship with prospective clients and solving the problems of our clients is the core of our profession.

Lack of confidence is one of the worst things that can happen to anyone in an endeavor. I see it is sports all the time. Most kids play below their ability because they have fear.

How true! And very worth of that gold star you got. You nailed it yet again.

So what's wrong with "accused of being "cocky" or "arrogant...." Don't see a problem when you are sooo good looking. I am still looking for the scars where we were separated at birth. Confidence is so important when you are helping clients make such monumental decisions.

People call me arrogant all the time..........

It used to bother me, but then I realized these folks were usually my peers who were too afraid to make real estate happen! LOL

GREAT POST!!!!!

~Harrison Painter

Oh, Lordy, she's super-cowgirl now--WHAT next?!

I was going to simply say, "Amen!" but, I just have to add that several times recently I have heard negative comments about real estate agents--all relating to 'trying to just sell me something because they haven't had a paycheck in a while." Folks, when you're no longer in this business because you have a passion for real estate and a passion for helping others, then it's time to get out! Too many of us are working to build trust and those who work only for their wallets seriously need to GET OUT!

Hey, I'll even help you pack your desk up for you if you'd like!

I like how you think

Right-e-O.

We don't SELL buyers. They sell themselves... we facilitate the transaction for them. We should educate sellers... but there are many agents that are quite good at selling them... and often don't want them well educated.

BB - most folks DON'T want to be sold, and don't need to be. And they resist it! It really is all about the conversation, the relationship building, and engaging.

Jeff

Hi Bryant -- I think you touched on what is really important, so that isn't arrogance, it's competence. You summed it up beyond perfectly. Those few words and concepts is the entire essence of real estate.

I agree with most of what you said and certainly being confident could be construed as a form of arrogance or being pushy. I think some folks tend to be a little pushy and that may be what draws some of the comments/thoughts.

I know two mortgage pros with the same company. One is somewhat laid back yet lacks the drive and "getty up & go" but knows his business.

The 2nd displays extreme confidence and knowledge of his products and communicates in a way that makes you feel sure you have someone who knows what he is doing.

I like guy #2 because you want to leave someones office knowing that you chose the right person and that is what I try to do with my clients. It takes years of experience, wisdom and making mistakes to be able to have that level of confidence that appeals to most buyers.

You could also try taking the blue tooth out of your ear while you're talking to someone (if that is what you do) because for whatever reason that always seems to make a person seem cocky and maybe that's why you're getting those comments. Otherwise if it works for you, then more power to you!

I love the condition TLW's gotten herself into : )

The basics of our business are that we have to understand what our clients want in order to consult with them.

How are we going to understand if we don't listen?

Yeah- tough to Sell a house when people have a 30 day window to become un-sold.

I just wanted to say BB I like that putting the client up on the stage line...

JUN

Broker Bryant, I think you went to the last seminar I did! Seriously, you are dead on. LISTEN to your people, ahd DELIVER on what you know. 'A man of experience will never be held captive to a man of theory.' Know your market and you will build trust.

Sharon

Ok do we look confident and cocky? I think so!

Bryan...I would hire you in a minute.....as I would be more than pleased to send clients your way. They would be treated with honesty, humor and taken great care of ...yes.

Anna Banana

Cool! Now that is well put - its a simple message so often forgotten! :-)

Hi BB... you are definitely right on target. Trust is paramount for a successful transaction and establishing it before trying to "close the deal" is key. Now, as for the arrogant question... perhaps, but only in the nicest possible way! :)

We don't have to "sell".

All we have to do is listen.

Then find what they want.

Bryant, I love your posts. Have you ever thought about beng 'the Donald' of real estate!!

When it comes to service and knowledge, the most important thing is to have someone who can get the job done. If that happens you can be as arrogant as you want to be. I may not share a cocktail with you, but I would certainly recommend you.

I am having a hard time thinking of you as arrogant! I understand the decorum you probably diplay at work and confidence is something clients WANT to see.

On the other handyou imply that when off the clock, you might be cocky...I don't see that either besides TLW's clever in biting wit...she is also armed so I think you must behave to some degree around the house. I do, most of the time but then again, I think our wives were attracted to a certain amount of "bad boy" in both of us...

It is pretty simple. I never sell anything. I just help people make decisions based on what they tell me they want and need.

Bryant,

People often confuse confidence and arrogance. I have ready your posts and many of your comments and I agree with your approaches. You know your business and you do not monkey around. You obviously know how to run a profitable real estate practice by maximizing your time through sound business practices. I guess if some people find that arrogant, well then it is their loss! Keep up the arrogance...er I mean confidence! :o)))

Bryant. .we went to the same school, I have been saying that forever.. . I like the part of GET OFF the stage! . .lots of Realtors thing they are the stars of a soap opera and everyone is expected to play a part. .as long they are in agreement that they are to be the ONLY stars.

Bryant - I second the comments in #41 above.

Sometimes when people aren't acting as efficiently as they should, they may call you arrogant in defense.

I say, keep up the great work .....!!

Come on Bryant, admit it... you're only arrogant because you managed to get lucky and marry a great woman! Like many of us, you married up and it went to your head! LOL

Giving credit where credit is due....

Tim

BB - excellent post and listening (really listening) is key to finding out their needs. Confidence is contagious and clients appreciate it.

BB...you are excellent at what you do...don't change. I agree fully with this article, WE NEED TO LISTEN..

Sounds like you got it right and well stated.

It is about customer service driven focus to enable the client to make an informed decision.

If they need a sells job. That's not me.

Been there, am that Lol. Building a repoire and educating are the first steps, that said, I do listen intently. Not only for their wants and needs, but, unfortunately to see if a client wants free info. They will give you a signal. Nice post...

I completely agree BB. I always try to build trust first. Houses sell themselves but folks want to work with people they trust.

Amen! I think we should be more counsellors than "sales" agents. That's the ideal approach to this business.

I just took a listing where they interviewed 7 agents and chose me. Arrogant is the agent that walked into the house, sat down at the dining room table and said "I'll sell your house" as she pulled out her listing paperwork, assuming of course that they wanted to work with her...

The entire appointment lasted about 3 minutes. That is arrogant.

After the sellers picked up their jaws from the floor, they called me. :)

Great post and all good comments above. I don't think of myself as a "sales person" but more of a sounding board and helper in the process of finding a home for buyers. I have always thought that listening is key not only as a Realtor but a mother, partner, friend....etc. If you don't listen, you don't hear!!

Patricia Aulson/Portsmouth NH Real Estate

Educated and informed individuals are often labeled arrogant by those that don't have a clue. I wouldn't worry about being called arrogant, I'd worry if people accused me of being ignorant.

I am not a salesperson. I am an advisor, a counselor, a confidante, a friend, a hard-nosed business woman, and a fierce negotiator.

Oh, and I love showing houses, and getting people into them, or out of them....depending on the need.

In other words, I am a Realtor!!

JUN

Bryant- As always, your post is right on target! Well-said. :) Lisa

BTW- Do you help Sellers with Short Sales in Winter Haven? I may have a referral for you if you do/want it.

Bear with my crude analogy here-

No one buys a drill just to own a drill, they buy a drill to "own" a hole. As a RE professional, you are providing insightful solutions, you are lending your expertise to their particular problem. People often confuse cockiness and confidence, but it seems you've got it straight. Thanks for your post.

Great post...I agree, your contact is more about building a personal relationship so they will honestly trust the important decisions you are going to be helping them make.

I tell people all the time that REALTORS don't sell anything.........we simply help people buy new homes and sell their existing homes. We can't make anyone like a home and certainly can't force them into purchasing a home. We can, however; assist them with finding what they want in a home and facilitate the sale of their existing home.

OK so maybe they did say "Good looking" I swear it sounded like arrogant though.

TLW used to call me manipulative. I always told her I was persuasive. I guess it depends on how we look at things.

It can be a fine line sometimes between arrogance and confidence.

It's like "having pride" or "taking pride". The first can be bad or good. The second is good.

OK that's as deep as I can go today. I'm going swimming before the afternoon storm gets here. Oh never mind she just got home :) Too late.

JUN

People with low self confidence many times confuse people with self confidence as being arragant. So what , what they call us, as long as we get the job done! What seller wants a wimp in their corner? I know, have you and I met someone like that?

JUN

But of course you're arrogant ... as it should be! lol. Truly, isn't it our job to educate first and "then" educate all the way through a transaction? Aren't we truly just facilitators in what can be land mines of minutia and some tough negotiations along the way? It's all about trust ... and one's confidence comes with being prepared, knowing your stuff ... and a great sense of empathy too. Of course, I kinda like the phrase "self confident" a bit more than arrogant. It feels kinder somehow.

William, #5, hit the nail right on the head. I've been living with that accusation for 20 years...no longer. I'm glad to know what I know, and be able to deliver it to people so that it can be a help to them. Now, to work on what Bryant said - building the trust factor first.

JUN

Loved the comment about solving problems - that is exactly what we do.

SEP

BB,

It's not bragging if you can do it. Heard that a long time ago and it still fits.

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