YOU WILL BE MORE SUCCESSFUL AS A REAL ESTATE DOCTOR

By
Education & Training with Performance Development Strategies
http://actvra.in/57xs

 

What could I possibly mean by saying you need to be a real estate doctor? 

To answer that question just think about your last visit to your doctor.  Maybe you had a physical but maybe you had some ache or health issue.  So, for example, lets say you have a pain in your knee.

First our doctor does a thorough examination. She asks us questions such as, where does it hurt? How long has it hurt? She may then suggest some of the causes of such pain such as a torn tendon. Then she asks if you have experienced unusual activity that might be related to our knee pain. She is helping us discover the root cause of our pain so that we will understand the need a medication or for surgery, if necessary.  Now if we are in sales, if we manage a team, or if we teach wouldn’t the doctor’s approach create the best results?

According to Dan Pink in his book “To Sell is Human” we have gone from a world of Caveat Emptor (buyer beware) to one of Caveat Venditor (seller beware). Information is readily available on the Internet and sellers no longer have the upper hand. Can you say Zillow, for example?  The old statement used in sales, “ABC (Always Be Closing)” has been replaced by consultative selling.

Now it is important to help identify needs and then assist the buyer in finding solutions. In the past salespeople were taught to concentrate on making the sale and closing the sale. However, today’s buyers are no longer willing to be sold.  And I am sure you have heard it said that people do not like to be sold but they sure like to buy. Doesn’t it make sense then to assist the client in the buying decision rather than selling them something?

Look at it another way. What would you have done if the doctor came to the exam room and said we need to schedule surgery next week? You might have requested more time to get a second opinion.

Persuading people to buy from you requires process, listening, and answering questions.  If you go to quickly for the close do you then wonder why you experience resistance? Instead of being the salesperson you should become the assistant buyer. You are assisting your prospect in determining her wants and needs and, only then, are you offering solutions. Ask questions rather than applying pressure.

For example, you as a real estate agent are showing several houses that fulfill the stated wants and needs of the buyer. The buyer appears to fall in love with one home but then hesitates. The buyer wants to think it over. You want to make a sale so you suggest that the seller might be getting other offers and the home may not be available unless the buyer acts now. In other words your are applying pressure to close before the buyer is ready.  Although you might be correct about other offers, the buyer may react negatively to your pressure. You want to be seen as the person providing the solution to their desire for a dream home. As an alternative you might discuss the houses they have seen. Ask why they want the home they saw, would another home do just as well, what will they do if their offer is not accepted. You are the assistant buyer and you are providing solutions.

 

HiringSales

Providing solutions and being the assistant buyer will help you develop relationship that will lead to increased business.  See a similar post on our web site titled WHAT SALES PEOPLE AND OTHERS CAN LEARN FROM DOCTORS.

Would you like to learn how to be a sales doctor?

Contact Us for a Free Consultation

or call 914-953-4458.

 

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Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 12/12/2017 01:00 AM
  2. Debbie Reynolds 10/09/2017 01:00 PM
  3. Gabe Sanders 10/12/2017 11:40 PM
Topic:
Real Estate Best Practices
Location:
New York Westchester County Armonk
Groups:
Coaching and Mentoring
Lead Generation
Tags:
sales coaching in westchester ny
sales coaching in armonk ny
to sell is human
successful consultative selling
success at sales in westchester ny

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Rainmaker
2,481,416
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Grant, indeed at times I feel like a Psychologist too:)) great analogy about asking the critical questions, Endre

Oct 09, 2017 07:15 PM #39
Ambassador
1,887,497
Wanda Kubat-Nerdin - Wanda Can!
PK Real Estate Utah South - St. George, UT
So Utah Residential, Referral & Relocation REALTOR

Why just today Grant, my client said to me...

Doctor, Doctor

Allow me to choose,

I'd like a big house

With even bigger views!

 

Seriously though, I enjoyed your analogy very much. I spent the day with past clients who are looking to buy again and know what they  want and it is my job to help make it as painless as possible and achieve their goals.

Oct 09, 2017 07:44 PM #40
Rainmaker
286,948
John Wiley
Jones & Co. Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

Grant, thanks for laying out a clear path for better results as an agent.

Asking more questions, and listening, are key.

The more we understand the consumer the better equipped we will be to serve their needs.

Thanks

Oct 10, 2017 04:18 AM #41
Anonymous
Tom Phelan

Just as most things around us change, e.g. computers, cell phones, cars, refrigerator etc., so too must the way real estate is services are handled.

I recently inquired about Life Insurance, something I haven’t done in many years. After breaking the ice the Life Insurance Salesperson asked me if I had any Life Insurance Policies to which I answered “Yes”. Her immediate response was, “Do you have the new stuff or the old stuff?” Candidly this question puzzled me and prompted me to ask, “What’s the difference?” Her reply was, “Living Benefits” to which I asked a 2nd question. “What are ‘Living Benefits’?” I could almost hear the Salesperson’s smile unfurl as she answered, “Imagine you had a heart attack, I mean a really bad one. Thank God you didn’t die but you would be in the hospital for weeks and could not work for months. No income. Who would you rather have visit you in the hospital, your current Life Insurance Agent who brings you a Get-Well Card or me, who bring you 90% of the face value of your Life Insurance Policy with no obligation to pay it back?"

Needless to say I was fascinated and listened to the Life Insurance Salesperson’s entire presentation.

My Point.

You have to be interesting in real estate, you must make your prospective clients visualize each major step of the process, moving out of their house into a new one, enjoying cooking in a bigger kitchen, being able to park two or three cars in a garage that leads directly into the house etc. Zillow, Trulia, Realtor.com etc. cannot do this. They cannot be a story teller.

Oct 10, 2017 05:45 AM #42
Rainer
366,481
Anna Hatridge
Goodson Realty - Bonne Terre, MO
Missouri Realtor with Goodson Realty

Great analogy!  I agree we must be listening to our clients to know what they really need and want.

Oct 10, 2017 07:09 AM #43
Anonymous
Valery Klaric

I describe my job as a Real Estate professional stating that I do not sell;. I help buyers find what they want and enjoy helping them. There is great satisfaction to the client and me as well when they find that perfect home. I am not high pressure as to me that is a definite turn off.

Oct 10, 2017 07:36 AM #44
Anonymous
Tom Phelan

Valery, You make a good point.

If I were licensed in real estate and I am not I would tell people,

"I am a Real Estate Solution Consultant.” If I receive a stare like a deer caught in headlights I might clarify by saying, “I help people get from Point A in real estate to Point B in real estate as efficiently and economically as possible”. This typically creates curiosity and more questions by the prospect. If I run into a hardcore prospect who replies, “Of, you sell real estate?” My reply is “Yes, I suppose that ’selling’ is one facet of what I do just like your Doctor sells medical services or your Lawyer sells Legal advice. I prefer to think of what I do is to provide ‘Solutions’ for people."

Oct 10, 2017 08:01 AM #45
Rainmaker
1,365,160
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Corey - thanks.  Glad you like the analogy.

Greg - yes, the hats are many in working with clients.

Endre - oh yes for sure.  Sometimes people see us as therapists.

Wanda - I am sure you will relieve their pain.

John - yes, we understand by being active listeners.

Anna - thank you.

Oct 10, 2017 09:06 AM #46
Rainmaker
1,890,353
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

An excellent analogy and a well deserved Feature! Well done, Grant!

Oct 10, 2017 10:13 AM #47
Rainmaker
407,957
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Specializing in Brookside, Waldo, Prairie Village

Clever post!  I don't like the phrase "selling real estate' -- although that is an easy way of describing the job.  Every transaction is a process that relies on others , we don't do it alone.  And I did think of a few 'real estate doctors" who shouldn't be practiciing!

Oct 10, 2017 08:24 PM #48
Rainmaker
2,517,817
Debbie Gartner
The Flooring Girl - White Plains, NY
The Flooring Girl & Blog Stylist -Dynamo Marketers

Grant - Yes, being a consultant or a guide really helps the client.  It's the best way to go.

Oct 11, 2017 02:29 AM #49
Rainmaker
1,365,160
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Sharon - glad you liked it.  Thank you.

Mary - that is true as well.  We rely on our team and our strategic alliance.

Debbie - the best way to work with today's customer who has access to all information.

Oct 11, 2017 06:00 AM #50
Rainer
213,695
Stephen Turner
Coldwell Banker Residential Brokerage - York, PA
The BIG Guy of NEW HOME SALES

Nice article. I don't sell homes, I help others own homes! Compared to others I tend to get deep with customers, when they tell me they want to think about it: "Great, what is it you want to think about more? Is it the home, the community, the money, etc?" and then you can get to the real root of the matter and truly help counsel your buyer through it. 

Oct 11, 2017 10:03 AM #51
Ambassador
1,243,467
Dagny Eason
Dagny's Real Estate - Wilton, CT
Fairfield County CT, CDPE Homes For Sale and Condo

Great Article! Fully agree that  we should be more of  good listener and counselr to our clients.

Oct 11, 2017 10:41 AM #52
Rainmaker
124,354
Stavrula "Sam" Crafa, RNC,GRI, CDPE, PSA
Future Home Realty - Seminole, FL
Providing the integrity and service you deserve.

i hate pushy sales people, so I never push anyone into buying if they are not ready or sure. But sometimes, buyer need the validation that they are buying the right house for them. You can do that by reminding them how the house meets most if not all of the "wants" list. Ask they what's missing in the home that they want to wait? There are a lot of ways to nudge people along without pushing them over the cliff. This post was an interesting analogy. 

Oct 11, 2017 08:22 PM #53
Rainmaker
1,365,160
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Stephen - right on.  You have a great customer relationship.

Dagny - that's right.  Listening and assisting.

Sam - your explanation fits perfectly.

Oct 12, 2017 03:08 AM #54
Rainmaker
3,219,887
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Grant

A real estate doctor . . . . gets the job done.

Good luck and success.

Lou Ludwig

Oct 12, 2017 05:25 PM #55
Rainmaker
1,365,160
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Lou - thank you very much.

Oct 13, 2017 05:49 AM #56
Rainmaker
3,219,887
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Grant

I stopped back to bookmark your post.

Good luck and success.

Lou Ludwig

Oct 13, 2017 06:11 PM #57
Rainmaker
1,365,160
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Lou - thank you.

Oct 16, 2017 12:16 PM #58
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