I've been pretty good at sales. I didn't set the world on fire, but year 2 in Real Estate I closed 28 homes. No assistants, no real clerical help. I became a broker shortly after that, and I think I closed 35 or so homes in a year. Good numbers, not great, but better than average. I closed using my instincts.
2 days ago I listened to Kim Dickey giving a seminar, and Judy LaDeur on CDs. I understand my closing skills now, and I can TEACH what I did by instinct. Sell with emotion, close with logic.
Background - I loved logic in my college days. I loved understanding the arguments, cutting through the crap. Used this well in my life, but again, mostly by instincts. I get asked to chair Professional Standards hearings a lot. I'm told I cut to the chase. I'm told I don't listen to arguments that have no bearing.
Back to selling. I can see now. I love my product (homes). I love people. I like helping them. I'm passionate about getting them the homes they want. Until the close. I can see now, when I sell homes I get to the logic. I detach and work through steps. One by one. I find their objections and offer solutions. What I'm learning now is about stalls.
The problem isn't me doing, it's me teaching. How many of us do things by instinct, and can't teach assistants to do it our way. We can't teach them because we don't know what we do. I'm now learning that teaching my agents to close; to talk to people; to solve the problems; these things mean I have to study myself and others. I have to help guide those around me to the solutions that work for them.
I'm 52, I just learned to Close with Logic, yet I've been doing this for years. I have to learn to teach. God I love this biz, I get to keep my mind sharp, and learn learn, and learn some more. Then go teach.
PS; I get to learn from those I teach too!!!
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