What happened to Salesmanship?

Education & Training with Blue GMAC Realty

So, your listings are down and so are your sales. The buyers won't buy and the sellers won't sell. What are you going to do about it? If you or any other breathing human on this planet are experiencing the type of challenges that I hear from many agents, then sit back, take along breath and GET OVER IT.

As a corporate sales coach and mentor, I am amazed how many agents today blame the market on their inability to make a sale. The constant comments I hear of how bad the markets are, how unwilling the sellers are to sell and how unwilling the buyers are to buy just enforces my belief that we make or own beds and we sleep in them. Practitioners today, at least those who are still doing well, will tell you that it's not the market; it's the agent's ability to overcome the challenges that exist in the market. I guess my question is, "What ever happened to art of salesmanship?" Did it go away with the advent of the sub-prime meltdown or was it ever there to start with?

Here in New Jersey, the media reports that home sales were down 38% from a year ago. Brokers and managers from many companies tell me that their sales and revenues were down by as much as 50% from a year ago. But, the most amazing thing about this is that they aren't doing anything to change it.

Our company, Blue Realty GMAC, had revenues that were actually up 11% from a year ago. We have been recognized as one of the top five franchisees in term of growth in the last year by GMAC. We have been fortunate to acquire a mortgage company within the last few months and are constantly striving to seek and find those opportunities that will bring us continued growth and increased revenue streams. And, this year marks our 25th year of real estate success. Starting in one office in 1985, the company owes its growth to the vision, ambition and drive of its owner Charles Blumenkehl. From creating and maintaining an informational site about foreclosures, developing ancillary services for our clients, looking at and servicing other market segments, to constant training, mentoring and coaching, we are telling the naysayer to stop crying and get over it.   And, we train our agents in the belief that it's not the market, it's what you do to adapt, overcome and improvise in order to keep ahead of the competition and find new and effective ways to sell homes, businesses, mortgages and other ancillary services. We train our agents to practice the art of salesmanship and refuse to be crybabies.

Comments (4)

Johnny Huang
Pleasant Hill, CA
Insurance and Real Estate Broker
Lead generation is #1 in our priority in Keller Williams. Without leads, nothing else matters.
Feb 21, 2008 04:31 AM
Eugene Jones
Weichert Realtors - Somerville, NJ
Good sound advice Tim, thanks.
Feb 21, 2008 04:33 AM
Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos
Hi Tim,  Excellent analysis in this well written post.  So many agents find it convenient to blame the market for everything going on.  True, there is no one simple answer or cause .  However, what I read in your post is that salesmanship is a big part of the answer !   We need to adapt and change but without strong basic sales akills we will not get our share of the opportunities which are available.
Feb 21, 2008 04:37 AM
Fred Griffin Florida Real Estate
Fred Griffin Real Estate - Tallahassee, FL
Licensed Florida Real Estate Broker

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