It seems that most people, whether they are brokers, agents or trainers … say the answer is YES. My belief is exactly the opposite of that. “Selling Real Estate is not complicated, as long as you understand that we are in the people business … communication business … and have to know how to sell.”
If we, as an industry, ever get real about this business … and if we, as an industry, ever set standards that require Real Estate “salespeople” to actually understand the sales process … our industry would be deemed a lot more professional and a majority of the problems we face today would dwindle and disappear.
Because we’re an industry where the only requirement is passing a legal test to be licensed to sell … which has nothing to do with selling … our productivity will remain low, the turnover high, and the perception of the public of who we are … will remain low.
Is selling really complicated? How about this formula … talk to people every day about buying and selling Real Estate. When you find somebody that has an interest, follow up to see what their motivation is and what their timing is. If they say, “Yes, I’d like to move forward,” … prequalify to make sure they have the ability to execute and sign a contract. When this has been deemed to be the facts, then we have to make a professional presentation to this party showing them that we are the best person to represent them. Once the property has sold, we have to negotiate between the buyer and seller to bring the transaction to a conclusion. Yes, it’s complicated if you follow the majority of all the coaches/trainers in Real Estate, because you’ll be doing everything BUT what we just said. No, it’s not complicated if you’re a professional salesperson that understands we are in the people, communication and sales business.
Mike Ferry
CEO - The Mike Ferry Organization
800-448-0647
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