Are You a Consultant to Your Potential Clients?

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Growing up, I have admired my uncle Dan in many ways.  One of the ways that Dan has been a great mentor to me is by being is the best salesperson I know.  When I was a teenager and thinking about careers, he was nice enough to take me along with him for a day of sales calls, introducing me as his assistant.  It was obvious that he and his customers had a tremendous amount of mutual respect.  I heard about him making the President's Club at his company so many times that he got sick of going to Hawaii.  And even though his success allowed him to retire at the tender age of 44, he enjoys helping others become better salespeople by flying all around the world providing educational seminars on the topic.

New Masthead with new Head shot

The founder of Trust Triangle Selling, Dan has written a book on selling, has his own iPhone app, and also puts out a monthly newsletter with sales tips.  Even though I am no longer a salesperson, I still subscribe to his newsletter because his advice can be applied to many different situations.


This month, Dan's newsletter describes his personal experience as a home buyer looking for his next digs.  While I wasn't with him during his experience going to the ~10 open houses he writes about, it sounds like there are some powerful sales skills that agents can learn from him.  


Read Dan's Newsletter here.


As you can see from his experience, Dan had at least ten different agents he could choose to work with.  Agents who pushed information instead of being a consultant did a poor job differentiating themselves from the pack - and the one who did is the one who took time to show that she understood their unique needs. 


 Are you a consultant when working with potential clients, or an information pusher?


How do you gain trust and rapport?

Comments (13)

Digital Digital
Alachua, FL
full service

Hi Amy,

Thanks for sharing.

I'll be checking out Dan's newsletter.

Have a fabulous week!

Dec 05, 2012 09:36 AM
Lisa Hickling
Brampton, ON
It's easy to see the influence has had on you. Thanks for sharing.
Dec 05, 2012 11:16 AM
Hella Mitschke Rothwell
(831) 626-4000 - Honolulu, HI
Hawaii & California Real Estate Broker

"Connection at an emotional level" - that phrase resonated with me from the newsletter, Amy. It's true, just pushing information that the 60-80% of customers have already seen on the Internet, makes no sense. You need to be able to connect, to find out what THEY want, not what you are pushing. Great newsletter information.

Dec 05, 2012 12:22 PM
Kathleen Garvey
HomeSmart Cherry Creek - Denver - Denver, CO
Denver's Neighborhood Expert - Listings & Sales

Nice post Amy! There is an absolute art to being a great salesperson, no matter the product! Like you mentioned, the skill set can be used in so many situations... One of my biggest keys is finding out what the client wants, not what I think they want.  

It's so simple, yet far too many sales people are into their own agenda, instead of truly tuning into the other person's desires.  Not all clients know what they want...yet, we are here to guide them and help find answers. Listening and connecting to the person is soooo key...  Thanks for the posting!!

Dec 05, 2012 01:11 PM
Christina Sanchez Hood
Palo Alto, CA
#SiliconValleyHOODS | Inspired Living

Hi Amy, love the post.  I had to bookmark it because I will want to put this on my Holiday reading list.  Thanks.

Dec 05, 2012 01:17 PM
Pete Xavier
Investments to Luxury - Pacific Palisades, CA
Outstanding Agent Referrals-Nationwide


Thanks for sharing uncle Dan's story.

I like learning from successful people like your uncle.

Dec 05, 2012 01:43 PM
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

I am absolutely a consultant to my clients.  They depend on me to help them through one of the biggest decisions of their lives.  I educate them and cosult with them.  I'll check out your Uncle's story too.  Very cool!  

Dec 05, 2012 09:30 PM
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Amy, consultative selling is the only way to go. People understand it and are more receptive to it. Thanks, I will check out Dan's newsletter later today.

Dec 05, 2012 09:45 PM
Fernando Herboso - Associate Broker MD, & VA
Maxus Realty Group of Samson Properties - Clarksburg, MD
301-246-0001 Serving Maryland, DC and Northern VA

Thank you for introducing him to us. .

I'm heading over to Dan's place. .

Dec 05, 2012 09:52 PM
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

I believe you hit on the greatest difference between someone you deals in real estate (or a related profession) ... and a true professional.  With some it's all about the mechanics.  For others, it's a calling.  A calling that requires and demands that they provide a bit more ... and more value.  Obviously your Dan understands that.  Thus ... his success.  Thanks for the newsletter ...


Dec 05, 2012 11:08 PM
Amy P
ActiveRain - Kirkland, WA

Thanks for the comments, everyone!  

Kathleen, I totally agree that there is an art to being a salesperson, which is often under-appreciated.  

And Gene, yes, it's about being a professional.  We've all had the experience dealing with a salesperson who's just going through the motions.  A professional salesperson who becomes your personal resource in making the best decision for YOU is going to win every time!

Dec 06, 2012 02:52 AM
Charles Stallions
Charles Stallions Real Estate Services - Pensacola, FL
850-476-4494 - Pensacola, Pace or Gulf Breeze, Fl.

That was a very good read and I can see why he is such a god salesman.

Dec 07, 2012 10:05 PM
Les & Sarah Oswald
Realty One Group - Eastvale, CA
Broker, Realtor and Investor

Thanks for sharing the information with us. Very powerful information to us all. I just signed up to receive their newsletter.

Jan 23, 2013 01:54 AM