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Why do They Call It Selling Real Estate Anyway? It's not like Selling Pencils

By Carol-Ann Palmieri

Real Estate Agent with RE/MAX Executive Realty, Al and Cal Realty Group S-96414

November 04, 2011 12:18 AM

Why do They Call It Selling Real Estate Anyway? It's not like Selling Pencils

I have never considered myself a "sales" person. I read a gal's post today. She was questioning whether or not to stay in the field feeling that she wasn't comfortable with her sales abilities. The first thought that came to mind was,

Why do they call it Selling Real Estate anyway? Do any of us think that it's like selling pencils or something? No buyer is going to let themselves be "sold" into making such a large purchase. Especially one that you can't return! You can push a pencil on someone and that might be selling, but telling a person why they need this $500,000 dollar house instead of another just doesn't work. On the flip side, does anyone think we can talk a person into selling a home when they don't want to? Can you imagine someone going through the home sale process because their agent was a quick and convincing talker? I don't think so. sales pitch

So instead of calling it Selling if we called it consulting or something else wouldn't it take a lot of pressure off all the parties involved? It would be more accurate, wouldn't it? What do Realtors really do any way? We Research, Investigate, Evaluate, Negotiate, Facilitate, Market, Promote, Educate, Coordinate, and Communicate just to mention a few things. If we stopped calling it selling, there might be a higher degree of trust on the part of Buyers and Sellers. They might not not worry that we are trying to get them to do something that we couldn't possibly do anyway.

I will admit. There are times we need to recognize that someone wants to make a purchase and needs a gentle nudge, but that comes with experience and getting to know your buyer or seller. That nudge comes in the form of opinion. We are not "selling" them.

The only thing we might actually "sell" is ourselves or our services. What sets us apart in the crowd. One doesn't need to be a hard sell or an in your face kind of person to do that. Confidence and ability to complete what you say will can win over even the toughest skeptic.

Would the real estate field attract more folks to it if the word "sales" wasn't used in front of agent? We do have to have to be great communicators with exceptional organizational skills as well as an intense degree of dedication, but sales skills, I wonder.

If you don't want to be sold, but want an agent that will guide you through the real estate process from locating to evaluating and negotiating the home of your dreams... I'm your gal.

Call me, Carol Ann Palmieri at 508-494-9061

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Anonymous

David Eichler

Sure, real estate agents do a lot of other things besides selling, but salesmanship, whether it be for selling your service or selling the property, is still fundmental to what real estate agents do, successful real estate agents anyway. Also presenting yourselves as consultants, facilitators, friends, or whatever, certainly adds value to what you do, but you still have to sell. I don't think that simply being personable and congenial and knowledgeable is enough to really be successful. Furthermore, contrary to what some here have asserted, I believe it is certainly possible to sell homes in the same way one can sell other kinds of goods and services, but in the end all sales is really about selling yourselves first. No, I am not a real estate agent, but I have done some sales myself, and I regularly work with successful real estate agents in my business. Also, my father was the sales manager for a succesful San Francisco Bay Area home builder (some from that area may be familiar with Eichler Homes), and has been a senior executive for a number of major residential real estate development companies, including president of the Levitt Company (remember Levittown?), so I have heard a lot about the real estate business from him.

Nov 07, 2011 08:37 AM

#68

Dean Watkins

Douglas Reatly - Associate Broker, CDPE, HRC, ePro - Fort Meade, MD

Great post... I consider what I do as home buyers education and contract negotiations. It's really not sales. I think that's from back in the days when everyone worked for the seller before buyer agency existed. That might have been sales! But now a days you are 100% spot on!

Nov 07, 2011 09:31 AM

Gene Donohue CPO

CPO Academy - Apex, NC

Helping Agents Build The Business They Love!

Great post Carol Ann. I consider myself a professional consultant who, as a buyer's agent, helps guide other people through the home buying process.

Nov 07, 2011 09:51 AM

Evelyn Kennedy

Alain Pinel Realtors - Alameda, CA

Alameda, Real Estate, Alameda, CA

Carol Anne:

I don't mind being called a salesperson. That is essentially what I am. I do all the things you mentioned and I sell too. I do occasionally call myself a real estate consultant and when I do someone asks me if I sell real estate.

I thought it was interesting that David Eichler chimed in on the comment stream. His family was responsible for some of the most wonderful homes in the Bay Area. I lived in San Jose near an Eichler development and people either loved them or hated them. Over time most people have come to value their Eichler homes. They are wonderful homes.

Nov 07, 2011 10:48 AM

Anonymous

Guide, Faciliator....some one said "caddy" the other day in a rain post...(that was especially good). If we looked up the word AGENT...no where does it say anything about SALES. In fact, if we realllly think about it... with our code of ethics AND fiduciary responsibility towards our client....."selling" is contrary to our true purpose. when we focus on our values, the sales will come, but if we focus on sales, we've lost our way.

noun

a person or business authorized to act on another's behalf:Our agent in Hong Kong will ship the merchandise. A best-selling author needs a good agent.

a person or thing that acts or has the power to act.

a natural force or object producing or used for obtainingspecific results: Many insects are agents of fertilization.

an active cause; an efficient cause.

a person who works for or manages an agency.

Nov 07, 2011 10:56 AM

#72

Gloria Matthews

Principal Property Brokers - Vancouver, WA

MAKING CLARK COUNTY HOME

Guide, Faciliator....some one said "caddy" the other day in a rain post...(that was especially good). If we looked up the word AGENT...no where does it say anything about SALES. In fact, if we realllly think about it... with our code of ethics AND fiduciary responsibility towards our client....."selling" is contrary to our true purpose. When we focus on our values, the sales will come, but if we focus on sales, we've lost our way.

noun

a person or business authorized to act on another's behalf:Our agent in Hong Kong will ship the merchandise. A best-selling author needs a good agent.

a person or thing that acts or has the power to act.

a natural force or object producing or used for obtainingspecific results: Many insects are agents of fertilization.

an active cause; an efficient cause.

a person who works for or manages an agency.

Nov 07, 2011 11:10 AM

Carol-Ann Palmieri

RE/MAX Executive Realty, Al and Cal Realty Group - Franklin, MA

"Cal" the Real Estate Gal

Hi Jennifer. Thank you for your comments and the reblog! I so do love, dental salesperson! LOL

Hi Susan. Did not mean it as a class thing, but thought it might make it easier to do the job if we were not thinking we were selling. Just me. Thanks for your comments!

Hi Brad. We definitely need to set ourselves apart and that takes a ton of work. Thank you!

Hi Bob. 24 years and I'm still figuring out what we do. Learning every day. Thanks for stopping by.

Hi Lucien. I agree. When someone is using a sales tactic on me, I run in the other direction. Thanks for checking in!

Nov 07, 2011 11:38 AM

Carol-Ann Palmieri

RE/MAX Executive Realty, Al and Cal Realty Group - Franklin, MA

"Cal" the Real Estate Gal

Hi M.C. The best part of a post can be the comments. Thank you for joining in!

Hi David. I sure have heard of Levittown and I have also had this same conversation with my brother who thinks like you. We do sell our services and have to promote the benefits of the property. So maybe it's just a play on words, but either way interesting to think about. Thank you for stopping by. I appreciate your comments.

Hi Dean. In my 24 years of practicing, things have changed a lot and I think you are right on. Thank you!

Hi Gene. I'm thinking that's what most think today. I hate to be "sold" especially on such a big ticket item. Thank you for jumping in!

Hi Evelyn. How cool is that that David chimed in! He sure has been around the business for a long time and I appreciate his comments as I surely do yours! Thank you.

Nov 07, 2011 11:54 AM

Carol-Ann Palmieri

RE/MAX Executive Realty, Al and Cal Realty Group - Franklin, MA

"Cal" the Real Estate Gal

Hi Gloria. AMEN! Thank you.

Nov 07, 2011 11:55 AM

Ric Mills

Keller Williams Southern Az - Tucson, AZ

Integrity, Honesty, and Vast Real Estate Knowledge

We are Real Estate Professionals, licensed and insured.

Nov 07, 2011 12:30 PM

Susan Lawver

Phoenix, AZ

Carol Ann you ARE In sales! You do sell! You just do it in a very authentic way.

I think trying to steer us away from selling is going the wrong direction. So many agents are failing in this business because they can't sell.

We have met the enemy and it is us.

You sold us when you put the title to this blog and continued to sell all the way through your post.

I will also say you do it all day everyday with your clients and you don't even recognize it.

If you help your clients find the best possible home at the best possible price, how is that NOT selling?

It doesn't feel like 'selling' because when you do it right, it just works and clicks and feels like "helping" or "advising". But at its highest form, that is selling.

I say embrace the term and wear it proudly!

There are thousdand of agents who can't sell, who don't need more technology help but rather need good old fashion sales skills. I'm all about bonding with my clients, but you can bet I'm not there to be their friend and hang out and have coffee. I'm there to make sure they find the perfect house or perfect buyer and that takes a lot of skill. So don't dimish it because you think sales = talking someone into buying something they don't want. That would be a very poor execution of a sales skill.

The best saleman are the ones you don't even know you were sold and at the end of the transaction you are super happy with the product and service.

Good luck with your clients!

Susan in Sunny, Arizona

Nov 07, 2011 12:34 PM

Steven Pahl

Keller Williams Tampa Properties - Tampa, FL

Real Estate Consultant Tampa, FL 813-319-6423

Carol,

I've often wondered why other professions use the term "practicing", Attorney's, Doctors, CPA's....etc? When do they get around to actually performing and stop "practicing" and do we sell or merely consult since we don't own the property in question!

Nov 07, 2011 01:14 PM

Margaret Rome Baltimore 410-530-2400

HomeRome Realty 410-530-2400 - Pikesville, MD

Sell Your Home With Margaret Rome

Thanks to Jennifer Allan for the reblog. I am very proud that "Broker" is on my license nat "saleperson'. Was not aware how that bothered me until reading your post.

Margaret

Nov 07, 2011 04:47 PM

Bob Miller

Keller Williams Cornerstone Realty - Ocala, FL

The Ocala Dream Team

Hi Al and Cal, I agree. I always said if I had to be in sales I would starve to death. I think of us more as consultants and counselors

Nov 07, 2011 10:03 PM

Joshua Stein

Coldwell Banker Preferred - Conshohocken - Flourtown, PA

Homes For Sale - Montgomery County

We help facilitate the sake of real property, but we don't actually sell it. It is truly a shame that that is the title on my license, because I have always felt that we are so much more than that.

Nov 08, 2011 12:11 AM

Jenifer Lower

Bozeman Montana Real Estate .net - Bozeman, MT

Your Dream. Our Passion.

Thank you thank you! Reblogging because it is my sentiment exactly. It is the art of matching available homes with the client you are working with to produce a positive result, NOT SALES!

Nov 08, 2011 03:07 AM

Carol-Ann Palmieri

RE/MAX Executive Realty, Al and Cal Realty Group - Franklin, MA

"Cal" the Real Estate Gal

Hi Anonymous. I appreciate your comment.

Hi Ric. Thank you for reading and commenting.

Hi Susan. I think you have it right. Thank you for your point of view!

Hi Stephen. Thank you for your comment! Good points.

Hi Margaret. Funny how that word changes perspective. Thank you!

Hi Bob. I think many of us feel that way. Thanks!

Hi Joshua. If it was only that easy, right? Thank you.

Hi Jennifer. Thank you for your comments and the re blog. Appreciated!

Nov 08, 2011 12:17 PM

Retired Notworking

Tallahassee, FL

#8 and #79 make excellent points. Like any profession, there are some who are sleazy and give that profession a bad name. I agree with those who say let's give a new meaning to "salesperson".

Nov 08, 2011 10:40 PM

Winston Heverly

Coldwell Banker Access Realty - South Macon, GA

GRI, ABR, SFR, CDPE, CIAS, PA

Carol, the only thing I see is the need to sell them on the fact that you can consult them into the sale.

Jan 01, 2012 02:23 AM

Jennifer Allan-Hagedorn

Sell with Soul - Pensacola Beach, FL

Author of Sell with Soul

Carol Ann - Would you consider allowing me to include this blog in my upcoming book? With proper credit of course... just email me for details if you're amenable to that! Jennifer@sellwithsoul.com.

Feb 01, 2013 04:49 AM