Have you ever thought about the fact that everything that we touch, see, feel, purchase or want has been thought of by somebody ... designed and created ... manufactured and then sold by a salesperson like yourself?

The reason I ask you to think about this is because the majority of all the people involved in Real Estate sales don't really understand the whole concept of selling, nor do they understand that it's so much easier to become a great Real Estate salesperson if they develop a thorough understanding of selling and the sales process.

As you know there are two types of sales ... there are retail sales and there is wholesale, or direct sales. In Real Estate we are involved in the wholesale or direct sales side of the sales business ... meaning we have to take our products and services out to the public and find people who want to participate or work with us. In retail sales, we wait in our office, our storefront, etc and wait for the community to come in, evaluate, look at and decide if they want to purchase what we have or sale.

The problem that I see with our industry today is that we have very few people who come in to Real Estate from a wholesale or direct sales background and as a result, the learning curve of learning how to sell is slow and tedious. What's worse since we are Independent Contractors if somebody stands up before you and tells you ... "This is what you have to say and this is what you have to do to be a productive, successful Real Estate agent" ... we have the immediate option of not doing it because we're Independent Contractors.

Who suffers because of our inability to know how to sell? It's the prospects and the sellers and buyers that we work with. We are an industry of salespeople ... direct sales people ... however we're an industry that has very little experience in the field of direct sales. As a result, our per-person-productivity is very low and our income is low compared to what it should be if we understood the sales process the way we should. Give this some serious thought ... I already know what some of you are thinking ... I've been in this conversation before. Have some fun with these thoughts.

 

Mike Ferry - The Mike Ferry Organization
Mike Ferry
CEO - The Mike Ferry Organization
800-448-0647

 

 
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1 Comments on Mike Ferry's Thoughts on Understanding the Concept of Selling

JUN
15
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For some agents, it takes years to become a salesman. Knowing when to pull the trigger and ask the question " are you ready to write an offer" for some is easy. You are right.......ex salespeople make better realtors.
7:01pm • #1

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