Why do They Call It Selling Real Estate Anyway? It's not like Selling Pencils
I have never considered myself a "sales" person. I read a gal's post today. She was questioning whether or not to stay in the field feeling that she wasn't comfortable with her sales abilities. The first thought that came to mind was,
Why do they call it Selling Real Estate anyway? Do any of us think that it's like selling pencils or something? No buyer is going to let themselves be "sold" into making such a large purchase. Especially one that you can't return! You can push a pencil on someone and that might be selling, but telling a person why they need this $500,000 dollar house instead of another just doesn't work. On the flip side, does anyone think we can talk a person into selling a home when they don't want to? Can you imagine someone going through the home sale process because their agent was a quick and convincing talker? I don't think so.
So instead of calling it Selling if we called it consulting or something else wouldn't it take a lot of pressure off all the parties involved? It would be more accurate, wouldn't it? What do Realtors really do any way? We Research, Investigate, Evaluate, Negotiate, Facilitate, Market, Promote, Educate, Coordinate, and Communicate just to mention a few things. If we stopped calling it selling, there might be a higher degree of trust on the part of Buyers and Sellers. They might not not worry that we are trying to get them to do something that we couldn't possibly do anyway.
I will admit. There are times we need to recognize that someone wants to make a purchase and needs a gentle nudge, but that comes with experience and getting to know your buyer or seller. That nudge comes in the form of opinion. We are not "selling" them.
The only thing we might actually "sell" is ourselves or our services. What sets us apart in the crowd. One doesn't need to be a hard sell or an in your face kind of person to do that. Confidence and ability to complete what you say will can win over even the toughest skeptic.
Would the real estate field attract more folks to it if the word "sales" wasn't used in front of agent? We do have to have to be great communicators with exceptional organizational skills as well as an intense degree of dedication, but sales skills, I wonder.
If you don't want to be sold, but want an agent that will guide you through the real estate process from locating to evaluating and negotiating the home of your dreams... I'm your gal.
Call me, Carol Ann Palmieri at 508-494-9061