I have about twenty years' sales experience under my belt. I have been at this for just under a year. I have great intuitions. I am one of the most emotional people that I know. This comes in handy when I need to project enthusiasm. My intuitions help me to read people and situations well. When I get to the stage of the process where an offer is accepted, though, the game changes.
One reason why I decided to get into this business is my belief that the sale of a home is the most emotional sale on the planet. Period. When offers are accepted, when papers are signed, all of the emotions seem to appear front and center. In today's market, the most cool, calm and collected sellers face a high liklihood of becoming completely UNGLUED! Reason goes out the window. Emotions flare. And why not? A family has been raised here. Add on that the market is like quicksand and you have all sorts of opportunity for craziness.
So here is what I've learned from the whole process. I'm speaking for myself but wondering how many other 'rookies' are experiencing the same thing. The very things that make me a good salesman, my enthusiastic and emotional nature, my ability to read situations and my intuitive ability all have to be disconnected when offers are accepted. It's a new ballgame, so to speak. At the end of the Battle of Britian at the beginning of World War II, Winston Churchill said of the event, when the Germans were defeated; 'This is not the beginning of the end. It's the end of the beginning.'
And so it goes with the sales process in Real Estate. It's great when you get that signed binder. Pat yourself on the back, but get ready for the new game, and get ready to check many of the things that brought you to this point, at the door. Nonemotional detachment is the order of the day. In today's market, you need to be the calm in the storm of your buyers and sellers emotions.
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