Shut up! And, Sell Something!

By
Services for Real Estate Pros with Real Estate Pipeline, Inc.

I'm hopelessly addicted to Twitter. Hopelessly. Addicted.

Aside from the obvious health risks associated with addiction as a whole, I have to admit that one of the reasons I am so addicted is I am following some of the most amazing people there.

Some of which are industry-leading mavens including Chris Brogan. (If you do not know who Chris Brogan is...I seriously suggest you repent immediately.)

Anyway, one of the many times I was glancing at Twitter yesterday, I happened to see @ChrisBrogan type something that struck a chord with me...

"#1 thing people want to do: talk about themselves. #1 thing marketers do: talk about THEIR stuff. See the problem?"

See the problem??

I sure do. 

I'm a sales person. Yet, I have never been much of a "pitch man"

And it continually amazes the other sales people in my office how I can run numbers as high or higher than they are able to run without ever sounding like I am selling anything because I am never on the phone ranting and raving about this feature and that feature and this other feature in a half-baked attempt to impress my client enough with my all-knowing knowledge that they simply fall to the floor on their knees and beg me to take their credit card.

Nope. I have a different approach. The answer is simple -- I listen.

I listen to my clients.

I listen to my clients tell me what is wrong and I help propose a solution that will fit their needs. I let my clients tell me what it is THEY need before I start telling them how great my product is or how it will solve all of their problems.

Amazing concept, I know... (Not really)

Want to sell more??? SHUT UP!!

Shut your pie hole and listen to your clients. Ask questions that require explanation. Take notes about their answers. You will easily discover what it is your client needs. Once you have done that, THEN talk about how your product can solve THEIR problem.

You were given two ears and only one mouth at birth. Use them accordingly.

Listen twice as much as you talk. By doing so, the answers your clients need to hear are right easily found. And, once you know what THEY need to hear, THEN you will know what you need to say to get them to say the most important words of all.....YES!!

 

If you are in real estate, you should follow Clint on Twitter! You should also become of fan on our Facebook page.

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Rainmaker
154,094
Kathy Opatka
RE/MAX CROSSROADS - Ocean City, MD
Serving Ocean City, MD, & The Delaware Beaches

Clint,

I'm just getting active on Twitter, so I'm not familiar with Chris.  But I'll be sure to watch for his Tweets!  Enough said!

Mar 17, 2010 06:38 AM #43
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Kathy -- Chris Brogan wrote a fantastic book I HIGHLY recommend you pick up entitled "Trust Agents". Worth every penny!

Mar 17, 2010 06:49 AM #44
Anonymous
debra edwards

'Listening' is a gift.  Being the youngest of 5, I learned early on that the other siblings didn't want to hear anything I had to say....so I learned to listen...early.  To this day, I listen and 'hear' and even if what the other person is saying is not interesting to me...it is  interesting to them and that's what it's all about....caring enough to listen.  I learn a great deal from listening...and sometimes I'd like to be listened to....maybe I know some things as well....very few people know how to listen.

 

debra v edwards - cashiers, nc - edwards builders and realty, inc.  

Mar 17, 2010 07:57 AM #45
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Debra -- I could not agree more. Caring is hard to do, also. They tend to go hand in hand.

Mar 17, 2010 08:11 AM #46
Rainmaker
334,102
Ty Lacroix
Envelope Real Estate Brokerage Inc - London, ON

Clint

I was out this weekend looking to purchase a 42" TV and 2 different stores and 2 different sales people talked themselves out of a sale.

The 3rd store the sales person sized us up, ask our wants and needs, clarified 2 answers and said, I'll be over here if I can help.

Within 5 minutes she made a sale and I commended her on her 'salesmanship' and emailed a quick testimonial to the store owner.

Ty

Mar 17, 2010 08:45 AM #47
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Ty -- Awesome testimonial to the power of shutting your pie hole. :-) Thank you for sharing this story with the masses...I certainly appreciate it.

Mar 17, 2010 08:54 AM #48
Rainmaker
1,637,960
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg Real Estate

Totally agree, I'm a listener more than a talker too. Realtors are notorious for babbling on, and on. It's not a sales pitch, it's desperate nervous babbling. How can you find out what the client needs if you never shut the 'beep' up!

Mar 17, 2010 09:14 AM #49
Rainmaker
748,726
Rob D. Shepherd
Windermere/lane county - Florence, OR
Principal Broker GRI, SRES

Is there a 12 step program for those addicted to Twitter?

Mar 17, 2010 09:17 AM #50
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Lyn -- Yes, yes they are...Nervousness has a ton to do with it. That and, in some cases, desperation to hear the word "yes".

Rob -- I dont think so...LOL!

Mar 17, 2010 09:20 AM #51
Anonymous
Wendy McSteen

Hi Clint:  Thank you for the great post.  When I first meet with a client, one of the things I say is "let's sit down together, I'd like you to tell me everything that is going on and I'm going to listen to what you have to say" and I do and I take notes and people are blown away that an agent is actually going to listen to what they have to say.  I'm on twitter too, but still learning the ropes.  May I follow you?

Mar 17, 2010 09:59 AM #52
Anonymous
Joe Rocky

I don't get Twitter either, but I understand listening.  THanks for posting

Mar 17, 2010 01:03 PM #53
Ambassador
2,305,947
1~Judi Barrett
Integrity Real Estate Services 118 SE AVE N, Idabel, OK 74745 - Idabel, OK
BS Ed, Integrity Real Estate Services -IDABEL OK

A topic and a way of thinking that I highly endorse, really do my best to adhere to and love to read about....don't we all love to read things that we agree with????

Keep writing the good stuff!

Mar 17, 2010 01:18 PM #54
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Wendy -- You are quite welcome. Im glad you liked it. Of course you can follow me!! Dont even have to ask! @TheRealClint

Joe -- Jump on board. It's great!

Judi -- Thank you very much!

Mar 17, 2010 11:58 PM #55
Rainmaker
94,259
Tamara Dorris
Master Your Market Real Estate Coaching - Carmichael, CA

Great stuff, as always, from you Clint!

Keep being your crazy, sweet self!


Hugs,
T

Mar 18, 2010 04:58 AM #56
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

Tamara -- Awwww, thank you! :-)

Mar 18, 2010 06:56 AM #58
Ambassador
557,530
"The Lovely Wife" (Broker Bryantnulls Wife) The One And Only TLW.
President-Tutas Towne Realty, Inc. - Kissimmee, FL

Clint...

Whether it be Buyer or Seller, it's always a listenting presentation. Everything any Agent will ever need to know comes from the mouth of A Consumer. Our job is too put the words together and make a necklace with their Lovely words :)

P.S. I don't like Twitter. I can say anything in a mere 120 characters. I'm so much bigger than that :)

TLW...ROAR!

Mar 18, 2010 10:06 AM #59
Rainmaker
107,497
April Stephens
RE/MAX One Realty - Clayton, NC
Broker/Realtor - Johnston & Wake County

This is something I constantly struggle with as an only child, it is hard but I am aware & I am working on it!  Thanks for the post & the reminder!

Mar 18, 2010 02:37 PM #60
Rainmaker
184,324
Aaron Silverman
SuccessfulRental.com, Bluewater Property Management, LLC and Lowcountry Turnkey Properties, LLC - Charleston, SC
Improving Real Estate Experience through Education

Well said. 

Mar 18, 2010 08:39 PM #61
Rainmaker
189,766
Clint Miller
Real Estate Pipeline, Inc. - Missoula, MT

TLW -- Amen! And...I thought the same thing when I first started....you adapt. ;-)

April -- As long as you recognize that you you do it, thats awesome. Now you need the tools to be able to control it. ;-)

Aaron -- Thanks.

Mar 19, 2010 12:07 AM #62
Rainer
117,698
Beverly of Bev & Bob Meaux
Keller Williams Suburban Realty - West Orange, NJ
Where Buying & Selling Works

I tell myself SHUT UP all the time so I can just stop, listen and digest. So many times I want to jump in with a solution, but I've learned until I really hear the problem/situation clearly there's nothing for me to solve...or nothing to help the client see his/her way through.

Mar 19, 2010 10:43 AM #63
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