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.
My 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.