"I can sell ice to an Eskimo!" Awesome! Can you do it twice?

Real Estate Broker/Owner with Christiansen Group Realty (260)704-0843

Besides selling real estate for Century 21 Bradley here in Fort Wayne, I (Jared) also mentor new agents.  What can I say?  Teaching is in my blood.  I come from a family of coaches.  

Not too long ago I took on a new agent.  He was full of fire.  Full of machismo.  Dude was ready to go!

In our first meeting, he was pumped.  He told me that he is suuuuch a good salesman, that he could sell ice to an Eskimo.  

I can sell ice to an eskimoMy reply was simple; "Awesome!  Can you sell ice to this Eskimo twice?"  

He laughed and admitted that he probably couldn't.  


Selling real estate isn't like retail sales.  

It's not our job to sell things to people that they don't need.  It's not our job to up sell folks.  It's not our job to push people into spending top dollar on a home when there is something very similar and just as good in a lower price range.  

It's our job to guide, to direct, to educate.  It's our job to get our buyers homes at a fair market value or better. 


We don't do pushy.  We don't talk our clients into doing things they don't want to do.  We don't convince our clients to buy something they don't really need.  


We have plenty of high end clients with a lot of money that want incredibly luxurious homes with all the bells and whistles.  It's not a problem for them.  

What we're talking about is the normal buyer in the Fort Wayne area buying homes in the middle price range.

If we push them into buying something more than what they can comfortably afford, or sell them something they don't need, that all but guarantees that they won't ever use us again, and they certainly won't refer any of their friends or family to us.

Being a successful Realtor isn't about making a sale and making a quick buck, it's about making long term relationships and serving your clients.  


Posted by




Fort Wayne Realtors Jared and Amanda Christiansen with Century 21 Bradley

Amanda Christiansen is an award winning Realtor with Christiansen Group Realty.


Jared Christiansen is a business partner and in charge of marketing and taking care of things behind the scene.


Enough about us...


Tell us what you want your real estate experience to be, and we will do it YOUR way.


Buying a home in Fort Wayne? Tell us your wants and needs. Let us know how you envision your family living.  Tell us what's important to YOU, and we'll find the community and home that fits.  


Selling your home in Fort Wayne?  Our job is to make you the most money possible in the shortest amount of time. We offer our sellers professional staging, professional photography, and more internet marketing than most. 


We are committed to giving you everything we have to offer.  We are both full time agents and will work around your schedule.  Do nights and weekends work better for you?  NO PROBLEM. We are here to help YOU at YOUR convenience.


Amanda can be reached at 260-704-0843, and Jared can be reached at 260-704-0842, or you can email us at JaredChristiansen@gmail.com, or Amanda427@gmail.com.




Re-Blogged 4 times:

Re-Blogged By Re-Blogged At
  1. John Meussner 01/29/2014 07:58 AM
  2. Praful Thakkar 02/02/2014 02:53 PM
  3. Shanna Hall 02/06/2014 11:52 PM
  4. Winston Heverly 05/03/2014 02:20 PM
Home Buying
Indiana Allen County Fort Wayne
Real Estate Rookie
Diary of a Realtor
Bartender, Make it a Double
i can sell ice to an eskimo

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Fred Cope
Reliant Realty in Nashville, TN - Nashville, TN
Looking For Homes With A Smile

Jared, I took a little time to roam around your's and Amanda's ActiveRaid® Post.  I like your "down-to-earth" approach.  The genuineness gently drifts through.  I always appreciate when you take time to read my blogs--thank you.

"I can sell ice to an Eskimo" makes a very key point about not pushing the client.  Good decisions come after good information has been provided, reviewed and weighed.  If we do our job, the client has the information, the time, and support necessary to arrive at a good decision.  When done well, we become as vital to our client as a good pair of mud & snow boots: we provide needed support, warmth and comfort without tripping them.  They go thru their day without a thought of our presence, but at the end of the day--they know we were with them at every step.  They know where to find us when they once again wade out into the elements.  Our services give us value: how many times do we hear someone say, "I can't believe I spent that much on those boots?  Keep walking...

Jan 30, 2014 07:50 AM #32
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

Thanks again for all of the comments and all of your thoughts.  They are appreciated.  


Jan 30, 2014 08:49 AM #33
Sharon Parisi
United Real Estate Dallas - Dallas, TX
Dallas Homes

Well said, Jared.  Most people are completely turned off by hard sell tactics.  Your approach is the best approach.  Even the Eskimos would love your approach!

Jan 30, 2014 11:04 AM #34
Robert Vegas Bob Swetz
Realty ONE Group - Las Vegas, NV
Las Vegas Henderson Homes for Sale

Hello Amanda & Jared ... Love the title and a wonderful post, thanks so the read and information!


Jan 30, 2014 01:00 PM #35
Marnie Matarese
Showing you the best of Sarasota!

I am always surprised when I ask a seller why they are not using the realtor that found them the home they are currently in and they say that they did not do that great of a job and then did not keep in contact with them after the sale.  No ice for these eskimos a second time.

Jan 31, 2014 10:48 AM #36
Brad MacKenzie
Brad MacKenzie - Duxbury, MA
Turning Houses into Homes on the South Shore

I wish I could just hit the LIKE button on this one!

Feb 02, 2014 04:54 AM #37
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Hey Amanda and Jared!  I included this post in today's Last Weeks Favorites.

Feb 02, 2014 07:53 AM #38
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

You nailed it Jared, our business is getting and keeping long term relationships. Great post!

Feb 02, 2014 11:12 AM #39
Jennifer Fivelsdal
JFIVE Home Realty LLC | 845-758-6842|162 Deer Run Rd Red Hook NY 12571 - Rhinebeck, NY
Mid Hudson Valley real estate connection

Amanda and Jared wise advice,it is all about the long term relationships.

Feb 02, 2014 11:27 AM #40
Les & Sarah Oswald
Realty One Group - Eastvale, CA
Broker, Realtor and Investor

There are so many people that need our services and long term relationship as professional Realtors. They are looking for a helping hand and do not want to feel like their Realtor does not have their best interests in mind when serving them. Great post. Thanks!

Feb 02, 2014 12:32 PM #41
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Jared, Amanda, that's the difference between the salesman and a professional, I guess! We are PROs - and not pushy salespeople.

Feb 02, 2014 02:51 PM #42
Beth Bromund
Coldwell Banker Weir Manuel - Rochester, MI
REALTOR (248) 651-3500

Jared,  that's so true!  It's one of the things I intensely dislike about the real estate agent on an HGTV show.  He's so clearly trying to "sell" them what he wants them to have, not what is best for the family.


Feb 02, 2014 04:17 PM #43
Cheryl Ritchie
RE/MAX Leading Edge www.GoldenResults.com - Huntingtown, MD
Southern Maryland 301-980-7566

I like the way you have mentored this. It is not about the sale today but the sales for the lifetime.

Feb 02, 2014 06:12 PM #44
Kat Palmiotti
Grand Lux Realty 914-419-0270 (NY), kat@thehousekat.com, (MT) 406-270-3667, more information to be provided shortly - Kalispell, MT
The House Kat

I totally agree -- what is a challenge is that many people who need the services of a real estate agent hesitate because they think it's the other way around, that we are all about the quick buck and making money.   We can only change that mindset one client at a time.

Feb 02, 2014 08:03 PM #45
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

Jared:  You're one very smart man .. and I'm hoping that young agent really listens to you.  You are trying to teach him how to have a long career, not just one sale.  I see this bravado in many Lenders too.  The ones that listen and learn will be in the business for the long haul and have repeat clients. 


Feb 02, 2014 11:16 PM #46
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
Santa Cruz Mountains Property Specialist

Jared and Amanda, thanks for sharing how you do business and why.   Not all realtors are the same, and your new young eager agent is lucky to have you as his coach.

Great video testimonials by the way!

Feb 03, 2014 01:25 AM #47
Sheree Holsey
Sold Buy the Sea Realty - Hampstead, NC
I am Happy to Help You Find your Way Home!

I can't sell a home to save my life, lol. I can, provide information, and listen. If someone wants to buy a home, chances are they have been thinking about it for some time. I can't make them buy anything...nor would I want them too. I just want them to have all the information. 

Feb 04, 2014 04:58 AM #48
Steven Pahl
Keller Williams Tampa Properties - Tampa, FL
Real Estate Consultant Tampa, FL 813-319-6423

I've only sold 5 homes and bought 6 in my entire life. But I've helped nearly 250 others buy and sell during my real estate career, a few of them twice.

Feb 04, 2014 10:03 AM #49
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • Green • GRI • HAFA • PSC Calabasas CA

I have a friend like that: she just excellent in sales. Yet, she has amazing personality and everyone loves her and enjoys buying things/service from her. I also prefer 'soft' sales vs 'hard' sales.

Feb 07, 2014 03:16 PM #50
Pat McCormick
Long and Foster Manassas - Manassas, VA

Jared, I couldn't agree more.  I look at the real estate profession as a service profession.  I don't sell; I make sure my clients have the information and professional advice necessary for them the make the decision that fits their needs.

Feb 11, 2014 02:33 AM #51
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Amanda Christiansen

Christiansen Group Realty
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