to sell is human: TRUSTED ADVISERS EXCEED CLIENT EXPECTATIONS
- 04/26/20 06:56 PM
As a Real Estate Agent would you like to be known as a trusted advisers? Becoming a trusted advisor is a process that is built on credibility, trust and respect. Now more than ever we must put being a trusted advisor first. Dan Pink has written a particularly good book on this topic titled, “To Sell is Human”. In my opinion this goes to the heart of being a trusted adviser. Those who remember sales from years ago remember ABC which means Always Be Closing. This is a tactic that no longer works in today’s information rich environment. Using gimmicks to get … (27 comments)
to sell is human: YOU WILL EARN A GOOD LIVING AS TRUSTED ADVISOR
- 03/24/19 08:12 PM
The goal of a real estate agent is to complete a sales transaction. The goal of an agent who is a trusted adverser is to create a loyal customer relationship based on credibility, trust and respect. In reality we need to be a salesperson to make money but we need to also to be a trusted advisor to make a living. Dan Pink, in his book, “To Sell is Human,” contends that everyone is in sales whether we have the title or not. He repackages it as “the art of moving people.” Everyone practices this art from salespeople to consultants and teachers. The … (38 comments)
to sell is human: CONSULTATION AND RELATIONSHIP BUILDING
- 09/30/18 05:20 PM
Just about every profession has a set of core competencies to go with their functional skills. In real estate there are specific functional skills that must be mastered before an agent receives a license. It is no accident that two core competencies of human resource professionals, for example, include consultation and relationship management. And this is no different for other professionals including real estate professionals. Really, whether internal company consultants or external sales consultants everyone is truly in sales. Sales is about consultation and relationship building. Trust is vitally important, and this is built on credibility and respect. Dan Pink, in his book, “To … (29 comments)
to sell is human: YOU WILL BE MORE SUCCESSFUL AS A REAL ESTATE DOCTOR
- 10/01/17 05:25 PM
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 … (60 comments)
to sell is human: HOW TO BECOME A TRUSTED ADVISER
- 05/07/17 11:11 PM
What do you think the future of real estate sales is now that we have everything on the Internet? Really, I think the opportunity is bright for a good agent. As as clothing store once used to say, "An educated consumer is our best customer." Many business advisers and sales consultants talk about how they want to be a trusted adviser to their client. Becoming a trusted adviser is a process that is built on credibility, trust and respect. For some, achievement of that objective for some will require a paradigm shift in conduct of the buying selling process. Dan Pink, in his book, “To Sell … (45 comments)
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