Don’t forget about your past experiences dealing with Realtors when defining your own sales approach. Since I am new to the Real Estate business, I am constantly trying to find the right approach to use with prospective buyers and sellers. What I eventually decided on was to throw out everything that I disliked while working with a Realtor. By using this method of subtraction, I am able to really focus on the service aspects of my business. For me, that means acting less like a salesperson and more like a business partner. I have a vested interest in the result of my clients’ transactions – so it only makes sense for me to treat each deal like it is my own. Once you start to view your clients’ needs from their perspective, your clients will develop a relationship with you that is built on trust and confidence.