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Real Estate Professionals: Are you a Sales Person or a Consultant?
One of the forums I participate in had this question posed by one of the other members: "Do you consider yourself a real estate consultant or a real estate sales person? Which do you think is better and why? What is the difference in your mind?"
I thought it was a great question, and here's my answer.
From my perspective, I encourage clients to think of themselves as running a real estate consulting practice. Whether they bill themselves that way or not depends on the regulations in their area.
Why a Consulting Mindset Works Best
1. It reinforces that they are running a business. To me, a salesperson mentality too often leads an agent to feel like they have a job selling for their broker. To be truly successful, an agent has to feel like they're running a business and act like it, too. And, I've run into too many young people just entering the field who act as if they have a job because they have a desk in a broker's office. To survive, they need to get into the "I'm running my own business" mindset pretty quick!
2. The successful professionals I work with got that way using consultative ... more
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