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Become Skillful at Selling! I Sell Money. You Sell Houses. Active Rain Sells International Exposure.

While competitors sit on a milk crate and wait, this guy is out actually selling! While his competitors at other intersections sit on a milk crate holding a stack of papers and hoping someone will roll down the window and buy one, this guy is actually selling newspapers!

I go out of my way to buy my newspaper from him.

Selling has gotten a bum rap, IMHO. I attended a seminar where the speaker went to great lengths to help the audience find ways to distance themselves from the dreaded moniker "salesperson." "People don't want to be sold," he said." Really? IMHO, people don't want to be manipulated!

"Oh, I don't sell." (As if that's a dirty way to make a living) "I add value." "I'm a consultant." "I make a difference." "I don't sell, I 'market.' "

Balderdash! (That's about as vulgar as I get) While you're worrying about your image, someone else is getting the listing, getting the loan, closing the deal. And their clients love it!

In this market, with the broad reach of Active Rain and other fantastic tools at your disposal, work to become an effective, professional salesperson! That is what commissions are paid for. SALES!

I'm Mike in Tucson, your preferred Tucson, AZ Mortgage lender.

Think of me as your Tucson mortgage expert.
Call me if I can help you with a mortgage to buy your next house: (520) 349-9090

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Posted by Mike Jones on 12/02/2008 03:53 PM

Comments (76)

Selling in the ActiveRain Channel

mike in tucson, selling, va loans, rehab loans, kiddy condo loans

Originally posted at: Tucson By Choice!: Become Skillful at Selling! I Sell Money. You Sell Houses. Active Rain Sells International Exposure.

Post is included in group: Arizona Real Estate
Post is included in group: AZ Real Estate Blogging Network
Post is included in group: LATE NIGHT - EARLY MORNING AT ACTIVERAIN
Post is included in group: The Economics of Real Estate
Post is included in group: The Ninety-ninth Percentile

76 Comments on Become Skillful at Selling! I Sell Money. You Sell Houses. Active Rain Sells International Exposure.

DEC

I am working on it! Great post!

Janice,

Spread the word. I love to teach this to Keller Williams agents! It's at the heart of Keller's new book Shift.

Mike in Tucson

I can easily say "I don't sell". For many, many years, my real estate license read "Salesperson".

Now, it reads "BROKER SOLE PROPRIETOR" in Virginia and "BROKER" in Maryland.

What's the difference? Glad you asked. A Real Estate Salesperson manages the SALE of real property. A BROKER manages the Salesperson(s).

Then, from time to time, I perform sales functions when I work directly with a home buyer. In that capacity, I not only manage the SALE, I also manage the Salesperson, ME.

Of course, this play on words reveals that at the bottom of every transaction that we manage is the SALE of real property.

Ain't words fun?

BTY, I too sell money. If I didn't sell money these days, we wouldn't be selling nearly as much real property.

Mike, Good post! Whether we want to admit it, we are all selling something... If I purchased newspapers, I would probably go out of my way and buy a paper from this guy too. Too many people sit by the side of the road waiting for a handout...

~~ Michael

Michael,

Sure you would! He makes buying a newspaper an event! He smiles, says "Thanks" and engages the public. Thanks for commenting!

Lenn,

Managing salespeople is often harder than anything else! I really appreciate your last sentence: BTY, I too sell money. If I didn't sell money these days, we wouldn't be selling nearly as much real property. You've gone out of your way to educate yourself on sources of money, and programs that get the house sold. In this market, that sets you apart from most Brokers and Agents.

Thanks for commenting!

Mike in Tucson

You mean the time of the unskilled tour guide is over? Either be a tour guide or a salesperson. You cant be both. Now give me a paper.

I love this post! I use that line all the time. "I sell houses, the lender sells money."

Margaret,

Thanks for saying so! I can't wait for your new book Real Estate The Rome Way! (Readers, here's the link to buy an autographed copy of Margaret's book from the publisher at a special price of $19.44 plus shipping. Hurry. They ship in the middle of December.)

Laura,

Thanks for commenting!!

Mike in Tucson

great post, I think one of the biggest hurdles sales people have to face is coming to grip with the fact they are in deed salesmen and sales women

Lenn: Thank you, thank you for that comment!!! I have been trying for ages to think of a good way to say that very thing.

And, Mike, in a way it come down to The Golden Rule. "The do undo others" part.

Whenever I am in the position of being the customer, I pay close attention to what contributes to my relationship with the salesperson, and what drives me off.

The bottom line: I like the salesperson that helps me in some way solve my problem (whatever that problem is at the moment); the salesperson who in some way makes my life easier, not more complicated.

The salesperson who interacts in such a way that I feel I am his or her lunch ticket. I'm so otta there. :-)

P.S. Your newspaper seller looks like he would make my life easier by walking up to my car window to deliver my paper.

Mike,

People do want to be sold some thing!

Indecision and procrastination are two of the most common human frailties. People do want to be sold some thing! When you're sold some thing it lets you pass the blame. If it turns out unwise or even fool hardy, it was that damn salesman.

We are all salesmen!

Some are just better salesmen!

Some have better products!

But, we are all salesmen!

Bill

PS: You though I'd just comment on the photo of the salesman on the coroner?

Mike, I don't sell homes. I use my expertise to undestand a client's needs, desires and wants. I also use my expertise to expose them to properties that match those parameters. When they decide on a home I use more expertise to cause it to happen through the expertise of others.

I also don't believe it is the purpose of a business to make a profit. The purpose of a business is to create a product or service that is needed or wanted. Management of the enterprise is what makes the profit

Mike My comment is above - I didn't realize I wasn't signed in, Karen

Mike,

You sell money, they sell houses, I sell.......What DO I sell...Well I'll just hold the money, then!!! LOL, Thanks, Fran

Folks can call it whatever they want, but we sell dreams... we sell hopes... we sell houses for our clients to turn into homes. Nothing wrong with sales... heck, nothing wrong with any honest days work.

Mike - Although "selling" has become a less-desirable word these days, I always proudly state, "I sell houses all over the Austin area" when someone asks me, "So, what do you do?". No shame in that, right?

MIKE, Did you say Balderdash? There are women and maybe kids around, shame on you my friend :-))

You are right sir we get paid to sell and if we are not selling then what are we doing?

Don is right - you should have your mouth washed out with soap! ;)

Hey Mike,

Nice gig. Selling money. :)

That reminds me. What areas do you cover? The whole state?

Cordially,

Bruce

I think it depends on what side of the transaction we're on. From the listing side, our goal is to sell the home. On the buyer's side, I see it as more of a consulting/guiding type of service that we provide. If we know our market well enough and really understand our client's needs, we should be able to show them a home that sells itself.

Mike, I think over the years, calling yourself a sales person was not PC. We tried my words to elevate our profession. Now the bottom line we sell houses, we do it by marketing, lead generating, (lead..another bad word, not PC anymore).

Do you think you will ruffle a few feathers? I do and they need to be ruffled.

Mike, Well said. Not only do we sell houses, we also sell neighborhoods, school systems, etc..

I couldn't agree more. We OWE it to our clients to sell to them. Otherwise -- they just might end up with a less scrupulous lender/Realtor®, salesperson.

Mike! I'm a Salesperson! My Grandfather was a Ford Truck Salesperson! I LOVE sales people, it's not NEARLY as easy as it looks!

Thanks for the reminder!

People shy away from giving their phone numbers these days to a "salesperson". I once heard in a class that real estate agents were trusted less than Lawyers. LOL

This is one of the things I re-learned when we recently bought a car. My husband and I did not drive 75 minutes to a dealer to "just look"... or to consult. We wanted someone to sell us a car that day (and they did).

And our newspaper delivery person sells service. We get two newspapers each day - one always has our paper waiting on the top step, right outside our front door. The other throws it, maybe a few steps down, sometimes in the garden, occasionally out in the driveway. Guess who's going to get the better Christmas tip?

Mike - that was great! Love the photo to go with it....this guy REALLY does go out of his way to sell his newspapers!!!! Thanks for sharing!

Barbara-Jo,

Thanks for saying so! I so appreciate encouragement, and you always encourage!

Sharon,

I love it! Service sells more than price; it shows appreciation by the salesperson for the client.

Margaret,

I heard that you got a new car. A "green" vehicle. Am I right?

Sandy,

People buy from people they (1) know, (2) like and (3) trust. Many salespeople have been trained that sales is a numbers game. The oily snakes try to get to #3 (trust) before they've achieved #s 1 (know) and 2 (like.) That is what has given the profession a bad name in the past fifty years.

Eleanor,

I would have enjoyed your Grand Dad's company.

Joel,

Right on!

Barb,

And lifestyles, hopes and dreams. Thanks for commenting.

Missy,

Your comment reminds me of something I saw in the Rain--a video where various people looked at the camera and said "I'm not a lead. I'm not a contact. I don't want to be "dripped on." I'm a person; I'm your customer."

John,

I'm with you if you're selling a service. There's not a house on the planet that sells itself. A realtor friend of mine spent a long weekend in the service of a potential client who had flown in from out of town. She showed home after home without attempting to close the sale. The potential client bought a home. A FSBO. Guess who didn't get paid?

Bruce,

I'm happy to close your loan for a purchase or refinance anywhere in the state of Arizona.

Jason,

I had a professor in college who talked about "polite swear words." Gosh for God, darn for damn, poo for... well, anyhow, he would have agreed with you. LOL

Don,

See what you started?!

Jason,

If I'm listing my house, I want to hire a professional who will close the deal and "get 'er done!"

Jesse,

Amen, my friend!

Fran,

You sell title insurance. Again... and again... and again... It blows my mind that some title insurance companies here in Arizona have gone bankrupt and closed their doors. How did that happen?

Karen,

I love you, but I couldn't disagree more. Like I said to John way up there, a realtor friend of mine spent a long weekend in the service of a potential client who had flown in from out of town. She showed home after home without attempting to close the sale. The potential client bought a home, but not from her. A FSBO. Guess who didn't get paid?

IMHO, salespeople generate the profit. Management gets to spend the revenue created by salespeople.

Bill,

I agree! "I wasn't gullible. The salesman was slick!" LOL

CJ,

I used to be National Sales Manager for a manufacturing company that touches your life, and every one of the 120,000 plus Rainers. Our machines automated the process of making payments through the mail and over the internet. I used to tell my salespeople that when someone asked "What do you do for a living?" they should reply "I solve problems for multinational companies and get paid for it." Love your comment!!

James,

Amen! That's hitting the nail on the head.

Mike in Tucson

Selling real estate involves so much more than a pushy sales spiel. It begins with educations and moves through several stages, but selling is the thread that runs through the entire process.

I often have said... I don't sell houses, I sell service. And I do. I offer my services as a broker for a fee.

GREAT PHOTO and congrats on the feature. How refreshing to see someone excited about their country and selling newspapers. Personally I LOVE SALES!! I've sold everything from educational toys to metal stampings.

I'm happy to close your loan for a purchase or refinance anywhere in the state of Arizona.

Good evening Mike,

We need to talk. When's a good time for you? I'm in CA. However, I will be fighting traffic in The OC in about ten minutes. I know you're an early bird. How early do you start talking business? :)

Great Post Mike and so right on. I started sell Grit newspaper when I was six years old with my twelve year old brother and we have never looked back.

That guy is working it... are you sure it's not you in disguise?

Georgina,

I wish I was as thin as this guy! LOL

Charles,

Great story! What does your older brother do now?

Bruce,

Please email me your cell number and contact info through AR tonight, and let's talk tomorrow morning at 7:30 mountain time, if that works for you.

Marchel,

There's not a better way to make a living on the planet!

Tammy,

Service sells.

Norma,

You're so right; pushy has nothing to do with professional selling.

Mike in Tucson

Look at all the different senses of "sell"! See http://dictionary.reference.com/search?q=sell

Imagine where we'd be if penicillin, x-rays, heart transplants, vaccination hadn't been sold?

Products and services that don't sell themselves need professional help. Be proud, Be very proud to be a professional salesperson.

Selling is great. No need to call it anything else.

Marcy Moyer Keller Williams Realty Palo Alto ca.

Mike - the newspaper man in the median is a good metaphor: there are those who sit forlornly, hoping someone will feel sorry enough to give them enough to make it another day, while others make the most of the opportunity to enjoy themselves and add value to the day of those who surround them.

I think that selling is a most honorable profession!! We all sell, whether we know it or not. I personally love to learn sales skills from my children - they never give up and always seem to kick in a little up-sell just at the right moment. It's instinctual for them. We could all learn many good sales skills from our kids.

Yes down deep we are sales person. but I prefer to be called a home coach.

Hi Mike~ We need to call it like we see it- We are in sales. We are all in sales. If we can't sell ourselves, then we just can't sell! By the way, I can't believe you used that word... "Balderdash"! Whatever is wrong with you? LOL!

Great post. I've semi-recently become a little more proud of being a salesperson. But I think I would have done better in the past had I not been afriad of opinions.

Should I set up an office on the corner.? I wonder what reaction I would get from passers by if I held up photos of home for sale.

DEC

Great post...picture definitely is worth a thousand words! I am a horrible sales person...that's why I use my knowledge that I gained through the licensing process to benefit agents as a VA!

Performance-based commissions are much more appealing to me. Times they are a-changing in RE and I believe ultimately for the better. Do I think I deserve as much $$ as someone who has been living/selling in the same area for years and years? NO!

Effective, professional salesperson... amen!

Hi Mike,
And you are great at marketing!

Where do you find your photos subjects? Great!

Cynthia,

I always carry my camera with me, and when I see a subject that will be useful for my blog, I start clicking away! This man sets up shop at the corner of Irvington and Mission.

JB,

Thanks for stopping by to comment.

Susie,

If you sell the house, you performed, and you deserve that performance-based commission!

Christine,

I'll have to come check out your blog. Thanks for commenting.

Terry,

I'd take a picture of THAT!

Steve,

Saying so is the first step. The pictures in our minds become the stories of our lives. See you on your blog.

Vickie,

I don't know what came over me. I'm just a mess.

Russ,

Home coach is a great term, so long as you suggest when to swing the bat! Always be closing.

Kate,

Kids are the best! They lack the inhibition and negative "self-talk" that adults have.

Kent,

That's the truth!

Marcy,

Today, you're my favorite blogger!

Paul,

Thanks for the link. I am very proud to call myself a professional salesperson!

Mike in Tucson

Hi Mike,

I guess it depends on your perspective.

I don't consider myself a salesperson - nor do I try to sell people - I don't like the term, never have.

Maybe it sounds naive but I still don't think people like to be sold, I know I don't - maybe you're different, and that's fine.

If somebody contacts me and wants my help to invest in real estate, I will help them, advise them, inform them, challenge them, etc. But I am not going to "sell them".

Mark,

I appreciate your comment. That guy with the paper isn't selling people. He's entertaining people, and selling newspapers as a result.

You don't sell people; it sounds like you educate and motivate them. You sell houses.

Mike in Tucson

In reference to the new Keller Williams book "Shift"---it's on my horizon to buy it.

Morning Mike! This certainly is a double-edge sword for me sometimes -- especially when reading stats that rank Realtors "not so favorable" amongst sales-people. I see things differently though - I tend to view my real estate "job" as being a financial planner of a different sort - I am helping, guiding and working with people who are trying to make decisions about the biggest investment of their life - a home. That's my sales-pitch!!! -- Gabrielle

I don't like to be "sold" which I (perhaps unfairly) equate with someone trying to manipulate me into purchasing something. Instead, I want to be informed and educated by someone with knowledge of the product and a genuine desire to assist me in my decision to purchase a good or service. Both are technically "sales" techniques, but they are totally different.

The reason people dislike salespeople or are hesitant to call themselves a salesperson is because they've been burned in the past by an unscrupulous salesperson or they read articles or books by people like Joe Girard (who is supposedly the World's Greatest Salesperson) in which he states, "I'll show you how to put people in your hands and move them like a puppet." Ugh. What a turn off to me. He should be called the World's Greatest Manipulator in my opinion. If that's what it takes to be a "great salesperson" then no thank you!

I sell the American dream, I sell houses. Call it what you want but there is no shame in being a Salesman. Do it with honesty and integrity and hold your head high.

Love the photos! It does seem like "salesperson" has become a bit of a dirty word, but I liked some of the comments above. As real estate agents, we sell a service... and ultimately, sell HOUSES!

If you sell money, and your broker also makes money off what you do, and then more people higher up make money by you doing all the work? That's an MLM! But isn't Multi Leval Marketing illegal?

My point is that, if you work for someone else and they make money off what you do...tha's an MLM

And just like this business opf sales, people like to bad mouth Sales people, as if they think they are above them because they "have a real job"! Some one pays them an hourly wage.

Hookers usually get paid an hourly wage, so do Politicians and Governemnt Employees..... ?

Hi Mike,

Some unexpected family things popped up. Would Friday morning work for you?

Mike....inspirational words! Congrats.on the feature!

Selling is a dance. Without a person to sell to we would be lost. Homes are a comodity. I sell homes, I don't coerce. The buyer most choose the home. I bring them to a palce to buy.

I totally agree! First...sell yourself. Second...sell your product. Do ALL the other 'stuff' in the process...but IF you don't sell...you don't eat. Pretty simple. GBU~

Oh to SELL a house is music to my ears! I sell, you sell, we all sell! Love that guy, he is a true salesman!

Thanks, great post!

Debbie

Debbie,

I'm singing right along with you!

Elizabeth,

Didn't the apostle Peter say something like that in one of his letters? It still holds true! LOL

Trevor,

I like the way you said that.

Joan,

Thanks!

Bruce,

You didn't call on Friday. Call any time; I'd be glad to talk with you.

Chuck,

Thanks for commenting. MLM isn't illegal. (Think about Mary Kay Cosmetics) Pyramid schemes are illegal. "if you work for someone else and they make money off what you do...tha's an MLM" Isn't that a corporation?

Kerry,

You get it!

Cameron,

Amen!!

Kelly,

I agree. Manipulation sucks scissors! Great salespeople listen and respond.

Gabrielle,

I like the way you put it. Thanks for commenting.

Diane,

You're going to like Keller's new book!

Mike in Tucson

DEC

When people ask what do you do, I answer "I sell real estate." That's what they would hire me to do. That's what they will remember me for (I hope) when they hear of anyone who wants to buy or sell or when they want to buy or sell themselves. If I say something like "I am a real estate consultant" or "I help people find their dream homes" -- half the people won't have a clue what my job is and another 30% will think I'm ashamed of it. No way!

Mike - As always you come up with the most amazing ideas (and pictures) to illustrate your ideas. This one is among your best. It must be fun to dwell inside your head for awhile. When I noticed the beard on the guy in the picture, as being near the length of your's, I thought you had REALLY gone the extra mile with your marketing :-)

DEC

Hi Mike - "Don't ask, don't get" is something we continually reinforce with our youngest. But, I still see myself as "a consultant" - one who sells, of course, and the one who will be sitting at the closing table, and being a part of a buyer's life for many many years, Lord willing. :->

DEC

Karen,

Solving problems for others makes us memorable. You're right; relationships like you describe cement life-long relationships.

Myrl,

You're always so encouraging when you comment; I really appreciate that.

Ann,

Clear and simple is memorable. I like the way you respond to the question of "what do you do?"

Mike in Tucson

You got a million comments Mike but I loved this post!

Two questions. Is the Tucson Citizen still published? and is the newspaper really only twenty five cents? I have to go look at the store and see what they run here. It's cheap to have them delivered.

DEC

Doreen,

The Citizen is still published; it's what he's selling. It sells for fifty cents, and the Daily Star is seventy-five cents. The Arizona Republic is still fifty cents except Saturday is seventy-five cents!

Tami,

Thanks!

Mike in Tucson

DEC

That's why I like you. Great attitude. Probably has something to do with being south of Interstate 10 -- LOL. I'll never forget the first company I worked for out of college in the late 1970s. "Salesmen" (still too early for saleswomen or salespersons) was getting a bad rap, so the company renamed them all "Sales Consultants." Other companies were doing the same with "sales representative" and other terms. One engineering firm even went so far as to have "sales engineers" -- LOL. Well, they all were engineers, and they were working in sales for an engineering firm, so it makes perfect sense.

Russel,

When I worked for the OPEX Business Machines Corporation, the sales force were "sales engineers." It always sounded a little pompous.

Mike in Tucson

DEC

Hey Mike,

Sorry about the delayed response. Between business and family stuff, I've been slammed. Still looking forward to chatting with you. I'm guessing you're extremely busy right now, with the lowering interest rates, so maybe we can talk early next year.