Can You Sleep With Yourself At Night?

By
Services for Real Estate Pros with Talk 2 Midori, LLC BK645709

When I started in real estate...there were many things I was willing to do..today is no different...as a matter of fact...I learned early on...despite what we call ourselves...we are sales people! 

To think that term is ugly or embarrassed by those words?  We sell houses...lifestyles..and regardless of what you think...you must know your lines and have skill...and practice...

As I sit and listen to associates a few things come to mind....

  • Those that speak first loses..don't believe me try it in negotiations and watch the other party...just spit up everything that you need to know.

  • Rehearse your presentations..that's right...don't tell me that words just naturally flow out of your mouth..the truth is..with ever changing laws..policies..and the way we do business...you need to practice your presentations.  Sales skills is an art..and you truly have to practice them.

  • If you don't have the answer...be honest
    ...I learned a simple phrase, I'm not certain but I will be more than happy to get that information to you as soon as possible.  Too many agents wing it and with resources available 24/7 are you really going to take the risk of pretending you know what you don't know?
  • You lose a deal...and you know in your heart of hearts you can't do anything about it...its really simple to keep moving forward...NEXT..move on..lesson learned..don't dwell on it or let it break your attitude..remember for every one of them you lose there are so many you can gain.  So keep your focus. 

  • Prospecting-its important and imperative for a successful business..many agents waste valuable time..doing the "more important things" rather than continually keeping their pipeline full.  Prospect every single day.

  • Get in front of more people..no I don't just mean sitting behind your desk on line...get real...real estate is a people to people business and while you might have encounters with people on-line...take the time and get to know them face to face...pick up the phone...send them a note.  While it might not be cool..these acts of appreciation never go out of style.

  • Why would you take every drop of business that comes your way?- Overpriced..the likelihood of a property selling is slim to non...if you have difficulty in showing the property why list it?  And if a seller is unreasonable about offers why add them to the mix to an already overpopulated mls?

  • Leads are leads regardless of how you slice it
    ...if people take offense to this..well they should include their contact info..with no name...no phone..yes ladies and gentlemen they are in fact leads. ..its our job to convert them...and build the relationship! 

I am really surprised..as to how some real estate professionals get dragged by their nose....while some may say its because real estate is consumer centric...that has always been the case..real estate always has been consumer centric at least the way I have always practiced it.. 

No I won't pick up your dry cleaning but would be more than happy to go to court or assist in getting repairs done!

As I think back to the agents that I have used in the past.  I didn't ask them to pick my kids up from school or check on my mail while I am out of town...nope can't say I asked for a ride to the airport and why would I?

I hired them for a reason...for their expertise...for the real estate services they provide...for their knowledge and for them to lead the way to either selling a home or buying a home! 

A good salesperson, agent consultant or whatever you want to call yourself...knows their business..knows what works....knows their limits.. but more importantly...they work hard and at the end...they can sleep with themselves at night..can you?

About The Author:  Midori Miller is a Real Estate Trainer and writes and trains  Daytona Beach Real Estate Training. Midori Miller is a licensed Florida Real Estate Broker, License # BK645709 and an active member of the Daytona Area Association of REALTORS.  CENTURY 21 Sundance Realty has 2 office locations to serve the public, Ormond Beach, Florida and Daytona Beach Florida.  Contact midorimiller@yahoo.com or (386)453-3236. Buying, Selling or Real Estate Training.  All calls and emails are confidential as I respect your privacy!

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Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Janice Roosevelt 04/20/2009 10:26 PM
  2. Liz Loadholt 04/21/2009 08:00 AM
  3. Jeannette Neerpat 04/21/2009 09:31 AM
Topic:
Real Estate Sales and Marketing
Groups:
Realtors®
The Art Of Marketing You
POSITIVE ATTITUDE for the Weary Soul
The Ninety-ninth Percentile
Club Chaos
Tags:
sales training
daytona real estate training
midori miller
florida real estate training
real estate training
training the professionals

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Rainmaker
467,867
Midori Miller
Talk 2 Midori, LLC - Daytona Beach, FL
Online Marketing For Real Estate Professionals

Kathy-I agree and I have no problem providing true service but I can see where sometimes agents who are very frustrated about their business...and all I have to do is listen!  I agree with you too...in regards to prospects turning into customers...its a numbers game and you have to weed through..because many times prospects want to buy or sell...want to shop around...want to get to know a bit more about the person they are doing business with. 

Dena-I notice seasoned agents thinking and do these things and they wonder why they haven't been as successful as they like.  My theory is be the REALTOR you want to represent you in a transaction...if you look at it like that some points of views might change.

Missy-I remember seeing a video and all these people were saying they were not a lead..but without information without contact..yes you are a lead!  Until you take the step to become something more...to me leads are potential business who have not committed to no one..just searching...and gathering information to become a buyer or seller. I think with all the social media hype is where that came from...and I hope no one takes the hype word wrong either...but as time passes..the way we social network changes and blogging 2 or 3 years ago is very different today....just a good example! :)

Apr 21, 2009 06:05 AM #24
Rainmaker
467,867
Midori Miller
Talk 2 Midori, LLC - Daytona Beach, FL
Online Marketing For Real Estate Professionals

Thanks Petra and I saw you on the featured dashboard...gotta get over there! :)

Apr 21, 2009 06:06 AM #25
Rainmaker
317,261
Liz Loadholt
Liz Loadholt- AgentOwned Realty- Covering SC - Mount Pleasant, SC
Realtor--Broker-in-charge - Trainer--Relocation Director Covering SC

Midori --- I'm back from my wonderful, wonderful vacation --- what a great post --- you covered so many critical things for agents to remember --- I have bookmarked this one and am going to re-post it in hopes that my agents will then read it.  Thanks.

Mama Liz's Signature

Apr 21, 2009 07:35 AM #26
Rainmaker
647,985
Team Honeycutt
Allen Tate - Concord, NC

Great post indeed! Consistency is the key to this business. Patience builds character. Thanks for sharing.

Apr 21, 2009 08:12 AM #27
Rainmaker
943,979
Ann Hayden 636-399-7544
Berkshire Hathaway HomeServices Select Properties-St. Louis Missouri - Chesterfield, MO
SelectAnn.com

Midori,

This is super information.  And things we and others should keep in mind while doing business.

Ann

Apr 21, 2009 09:25 AM #28
Rainmaker
1,268,064
Al & Peggy Cunningham, Brokers
RE/MAX West Realty Inc., Brokerage - Brampton, ON
Our Family Wants To Help Your Family!

Thanks Midori for your great remarks and insight!  They are all so true!

Al and Peggy 

Apr 21, 2009 12:03 PM #29
Rainer
147,817
Coleen DeGroff
Coldwell Banker M.M. Parrish Realtors - Gainesville, FL
Haile Plantation Real Estate - Gainesville FL

I LOVE real estate!!  And, okay, it might be a sales job, but it doesn't feel that way to me! Because you cannot get somebody to buy a house if they don't really want to get one.

 

To me, it's more about listening to my customer, "getting into their skin" and seeing their needs from their point of view....and echoing their needs back by showing them properties that meet those needs.

 

It's like practicing psychology with a MLS key! 

 

I feel like one of the luckiest people in the world to be able to do this!

 

As far as sleeping well at night (warning: TMI ahead!).....I'm at the stage of my life where my uterus is holding me hostage, so sleeping well at night it kind of a hit or miss thing.

 

Still, I LOVE what I do, and that's what matters!!

 

 

Apr 21, 2009 12:41 PM #30
Rainmaker
27,291
Matthew Hans
Exit Central Realty - Delaware Home Sales - Bear, DE
Delaware Real Estate

Thanks for being honest.  I have posted similar blogs and been worried about comments I would receive in backlash, but no responses show up...  You go!  Nice pep talk too!  It is too late to be pumped, but I will read it again in the am!  Thanks.

Apr 21, 2009 12:48 PM #31
Rainer
55,234
Sherry Siegel, Managing Broker, EcoBroker, ABR
BrokersGroup, serving Sequim and Port Angeles - Sequim, WA

Midori, the best part of reading posts is coming on the little gems that are worthy of practicing. The difficult part of reading posts and bookmarking them is knowing that tomorrow there will be more nuggets to read, assimilate, bookmark...and who can keep up? I do peek in on the bookmarked posts, and sometimes the thing I'm wondering how to execute shows up in a blog. Thanks for the list.

Apr 21, 2009 04:35 PM #32
Rainer
28,523
Suma Kakani
Northern IL Realtor - Keller Williams Success Realty - Prairie View, IL

Excellent post. Great inspiration. Wonderful tips. Thanks a lot for sharing with all of us. Posts like these is the reason why I'm here in AR.

Apr 22, 2009 02:58 AM #33
Rainmaker
396,300
Mark Brian
Silver Star Real Estate LLC - Anderson, SC
Anderson SC Realtor

Excellent advice. Not speaking first and just listening is the most powerful advice you can give. It is amazing how people will talk too much.

My only problem with sleeping at night is due to my wife stealing the covers or a kitten jumping on my head!

Apr 22, 2009 04:05 AM #34
Ambassador
1,091,651
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

Wonderful Midori!  Yup....sleeping well at night comes with knowing that at each days end...I've done good.

Apr 22, 2009 04:30 AM #35
Rainer
5,932
Robert Wall
Sun Real Estate, Inc - Millbrook, AL

Amen, Modori. Amen!

Apr 22, 2009 04:33 AM #36
Rainer
1,075
Arlene Eckert
Mortgage Pymt Help and More LLC - Pequannock, NJ

I couldn't have said it better myself...and yes I have no problem sleeping...but I am sure there are a lot of people out there that do these days.

Be a professional at all times!

Apr 22, 2009 10:00 AM #37
Rainmaker
363,401
Susie Blackmon
Ocala, FL
Ocala, Horses, Western Wear, Horse Farms, Marketing

There are many people who sleep well because they are clueless!

Apr 22, 2009 11:18 PM #38
Rainmaker
1,048,146
Rob Arnold
Sand Dollar Realty Group, Inc. - Altamonte Springs, FL
Metro Orlando Full Service - Investor Friendly & F

The people that were losing sleep at night, now have a full-time job.  I think the rest of sleep well because the only reason we are still in business is because we have made changes in how we do things. 

Apr 23, 2009 01:42 AM #39
Rainmaker
284,916
Tere Rottink
CoastalVa Realty Inc - Virginia Beach, VA

Great reminders.  Propecting everyday is the hardest.  To much to do, to little time.

Apr 24, 2009 07:50 AM #40
Rainmaker
284,916
Tere Rottink
CoastalVa Realty Inc - Virginia Beach, VA

Great reminders.  Propecting everyday is the hardest.  To much to do, to little time.

Apr 24, 2009 07:50 AM #41
Rainer
14,120
Darlene Wurth
Keller Williams Select Professionals - Rome, GA
Realtor/REOS

Modri- Exceptional Post!  One I would add to that is start the day with affirmations!  It works

Apr 25, 2009 03:35 PM #42
Ambassador
891,667
Janna Scharf
Keller Williams Realty Coeur d'Alene - Coeur d'Alene, ID
Coeur d'Alene Idaho Real Estate Expert

Love the bullet point checklist.  I can't imagine that anyone, anywhere attempting to sell real estate could be successful without hving these points down pat.

Apr 27, 2009 03:44 AM #43
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