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Two types of sales persons - Which one are you?

By John Cookman

Mortgage and Lending with Cole Mortgage

April 15, 2008 04:32 AM

There are two types of sales people in this world. Oh, we could give them all kinds of lables that project our feelings of negativity or acceptance upon them, such as: Passive (inside sales) or Aggressive (outside sales). Make no mistake about it, there are two sides to this coin. I like to call them "The Hunter" and "The Hunted". I am actually going through a transformation in my own sales stradegy right now, I guess that is why I chose to write about this topic.

The Hunter - One that is aggressive in nature, has a self sufficient attitude and know how to gather the spoils. One that always sees himself victorious in challenge. One that doesn't understand the meaning of 'NO', or 'I don't want' or 'I can't do it'. One that generally puts ability above knowledge. Someone that only needs two feet and a mouth. One that will say what he needs to say and do what he needs to do. No need for the internet, no need for a billboard, no need for Radio/TV campaigns. They know only one way, find the prey and close the deal. Some of you might even call them comment spammers, hahaha.

The Hunted - One that is passive in nature, not lazy but considers knowledge to be their greatest asset. One that will wait for the phone to ring rather than pick it up and dial out. One that believes you have to spend money to make money. One that invest their energy in being seen not heard. Someone that tends to be deffensive rather than offensive. One whose motto is "A referral is the best compliment you could give me".

* By nature I have been the hunted and usually take the philosophy that I would rather be approached than the approacher. Over the last 60 days I have changed my philosophy to being the hunted. I have always worked with both styles of sales person but generally speaking the guys that are the hunters walk away with the biggest paychecks. So during my switch of sales styles I can testify that my pipeline has increased 3 fold. I have a better presence in the community than before and I haven't bought one bit of marketing. So now not only am I making more money I am saving more money.

In this time of belt tightening in our industries a lot of us are looking inward and finding the true sales person within. I do believe there should be a healthy balance between the Hunted and Hunter but it is an attitude that has to be carefully nutured and tamed.

Which Style best represents you? and how has it worked for you?

John Cookman

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Vickie Nagy

Coldwell Banker Residential Real Estate - Palm Springs, CA

Vickie Jean the Palm Springs Condo Queen

I am working on changing types from Hunted to Hunter. It's turning out to be a challenging transition.

Apr 15, 2008 04:39 AM

Cole Mortgage - Raleigh, NC

Sr. Loan Officer

It sure is Vickie. I am still going through that challenge but the good news is, It works. Even if you are part hunter part hunted.

thanks for the comment

Apr 15, 2008 04:44 AM

Frank Houdek

RE/MAX All Executives - Tucson, AZ

Good topic John. (Long post following)

Every new (and seasoned) agent should be exposed to this concept. In our case being a team of three. Myself and my two sons have learned to be hunters after 3 years in the business. I believe most people are the hunted by nature. Our biggest fear is rejection, so we tend to wait for the client to come to us. The hunted will wait for a phone to ring. It will ring. It will be a telemarketer (Hunter) to sell you some wonderfull way to make money by spending yours on their fantastic almost gauranteed way to make money.

Real Estate is an outside sales person to person face to face business. The internet has given a way for us to advertize rather cheaply, but it is still a hunted way of advertising. Still waiting for the client to call. Of course the more exposure you can get the better. So the real question is what does it mean to be the HUNTER?

You go after the game! but how? You arm yourself with your weapons. (busness cards, flyers, education, knowing your area homes, and contact lists) But how does one hunt? Do not call lists have made every agent shy about cold calling. but the list is a tool, it eliminates the clients who do not want to be called. Those not on the list are fair game. How do you know who they are? Stats is the answer. Drive around your area get a list from the title company for farming and start using the assessors office to see which homes have been off the market for 3 years or more. Those are potential clients for listings. Check the do not call list to see if they are callable. Then with all the information from the assessors office you are ready to do comps on your call list. Be prepared. Call the potential client and introduce yourself and your agency.

Script something like this. Hello xx, I was driving by your lovely home and being a realtor with xx company, I see that your home is very desirable in this market. If you have any time, I would like to see your home and give you a free comp analysys for what it might sell for. It is all free of course with no commitment for just viewing your home. Now shut up and listen. (you may get a hang up or NO leave me alone) In that case say I am sorry to have bothered you. Could I send you some information about me and my agency with comps on your property? (Pause) If (no) Do you have any friends who may wish to sell their home or are in need of an friendly agent to find them a home? Have a great day.

Ok so you hate cold calling! the other method is get out there to social events. County or HOA parties, yard sales, (They may be ready to move and are cleaning house Sellers and Buyers) Grand openings, hand those cards out like candy.

I have already gone on for to long. Hope this sparks your Hunting abilities.

Apr 15, 2008 05:47 AM

Shannon Whitley

RE/MAX OAK CREST REALTY - Plymouth, IN

RE/MAX OAK CREST REALTY

I am the hunted type sales, need to be the hunter, I am too trying to change they way that I do things and be more aggressive . Thanks for the post

Apr 15, 2008 06:03 AM

Frank, what wonderful insight you have added to the post. I agree whole heartedly with you. I am terrible about picking up the phone. So here is what I did a couple of weeks ago. During the afternoon I went to try out a new stradegy by knocking on doors. I picked a nice little development where the houses were 120K to 180K. Now in California you probably couldn't get a rat trap for that but here in NC it's not to bad of a house. Anyway, one of the reasons I picked this neighborhood was the way it was shaped, kind of like a horse shoe. one big road. 60 properties on it. Only one entrance the other end was dead. So I parked my car at the entrance and Walked through a couple yards and made my way to the dead end and started knocking on doors. I was dressed in a suit in hopes that people would not just write me off as the hoover vacum cleaner sales man. I had my pitch down solid. " Hi my name is John and I am not here to sell you anything but to make you aware of my community service. Rates have significantly dropped and I am personally telling all home owners about the good news. I handed them a one sheet flyer with all my contact information and a matrix of loan amounts to interest rates so they could see what their payment would be. I got a positive reaction everytime a door opened. The problem was, not to many doors opened. Only 5 out of the 60. I have gotten 3 calls from those 5 interested in refinancing. I guess my time of the day factor was negative. Most people work and they weren't home. But I have made a list of the doors that did open and I will go back and hit this neighborhood again but at a better time. This would probably be a great Saturday thing to do. Also I am training my I to watch for people standing outside their homes. I just drive up and introduce myself as their local goto Mortgage Consultant and hand them my card. Actually I have only done this twice but it was a pretty cool experience. Thanks again Frank.

Shannon - Just keep on trying. It's the best way to approach improvement. Thank you for your comment too.

Apr 15, 2008 06:22 AM

Oh yeah, I meant to say, who cares about the do not call list since there isn't a do not knock list.

Apr 15, 2008 06:25 AM

Paul McFadden

Responsive Pest Control - Seattle, WA

Pest Control, Seattle, WA.

I would say I'm the hunted which I prefer. I'm relational not transactional. I think everyone needs to find their own style that suits them best.

Paul

Apr 15, 2008 04:59 PM

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