The more you talk, the less I'm 'Sold'

By
Services for Real Estate Pros with Auto & Home & Life Insurance throughout North Carolina

  There's a certain humility in money.  If you have it, you count on people accepting it to get what you want.  If you are trying to make it, you count on people 'buying' whatever it is you are doing.  If you are alone in the woods with more money than you can imagine ever having, it does you no good.  Money only matters because of us....we are surrounded by others seeking the same fortune and comfort.  Once I understood this, money still mattered to me.  It just mattered a whole bunch less than the humanity that I knew was irreplaceable.

When I bought my house in December of 2006, there were a few things I did right out of the shoot.  An amigo of mine gutted and totally revamped the bathroom.  So, instead of looking like Al Bundy's eternal dwelling in 'Married With Children' ... my bathroom now may just be suitable for Martha Stewart to at least wash her hands in.  The other thing I did was replace the kitchen floor.  All this was done just months after buying my home, but there was still more to do....

I knew upon buying my home that the siding had to go.  So, it being Spring and all, what better time to go shopping for siding than now?  In a matter of weeks, I've had five estimates and am awaiting one more.  Earlier this morning, I had back to back appointments for estimates on getting the work done.  One thing stuck out in all this, I had to do deal with that dreaded entity called 'Sales People.'

They come in many forms, sizes, shapes, & shades.  They come to help convince you that you are making a wise choice in choosing them over any other.  They come to provide a service in which you pay for.  (Sorry Mom, I just ended yet another sentence with a preposition:-)

I never thought that I would be a sales person of any kind, but I was tad ignorant in that I guess.  Heck, I don't care what you do....if you do it for money, you're in Sales.  And that's fine.  That's our culture, our system, our imperfect world.  While I've gathered and learned about those that are more financially successful than most, some of the methods just aren't my cup of tea.  To me, sales is like Life & Sex, it comes from the hip. 

Five estimates down and one more to go.  The estimates have ranged from $3,000 to $13,000 at this point.  Gee, I wonder where the differential in price truly lies?  Price is certainly a vital consideration, yet I'll choose according to a little shopping secret I've learned from being in sales for the past seven years.  If they aren't willing to shut up and listen, the only thing they are really selling is themselves.  While that's wonderful glorious superb dandy great & fine, sell me trust.  Sell me trust!  Sell me that I can call you if I have questions or something goes wrong after the fact.  Sell me that you would have a drink with me if I decide that another offer and entity is better equipped for my situation than yours.  Sell me that you'll work with me even if I don't sign the dotted line today.  Sell me that I'm more than a number, more than just an inconvenient stop on this travel of your life.  Sell me that whatever happens, you are the expert on this particular cause and you'll guide me in the right direction.  Sell me cause we are the same.  It's that damn Humanity Thing...

Two ears, one mouth....use accordingly.  Sales is listening to those looking for help and providing the service to help them.  I learn something new everyday.  Today I learned that I should listen more....or at least ask the right questions to make sure I'm providing the right services and results.

(Don't Be Afraid To Click Here!)

 

 

close

This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
Groups:
Realtors®
Mortgages
The Art Of Marketing You
All About Mortgages/Mortgage Networking
New Jersey & Pennsylvania -- Realtors/Loan Officers/Title Clerks/Real Estate Lawyers
Tags:
lehigh valley
allentown
listening to clients
mortgages in pennsylvania
selling yourself

Post a Comment
Spam prevention
Spam prevention
Show All Comments
Rainer
36,750
Susan Davis
Austin, TX
Excellence Advocate

Very nicely put.

Susan.

ps... I have noticed you like to use a lot of Youtube videos in your posts! Does that account for paying attention?!

May 05, 2008 05:14 PM #29
Ambassador
2,138,326
Todd Clark
Respect Realty LLC - Milwaukie, OR
Helping Families Home

I wrote a post awhile back that stated that the only difference between a great salesman and a great conman is intent and I still believe that!

May 05, 2008 06:07 PM #30
Rainmaker
704,049
Brian Block
RE/MAX Allegiance, Managing Broker/Branch Vice President - McLean, VA
Northern Virginia & D.C. Real Estate

Jason, sometimes you just want to tell people to "Shut Up!"  Many a sale are lost because the salesman talks too much.

You'll appreciate this old school video. 

May 05, 2008 10:51 PM #31
Rainer
105,415
Mike Norvell Sr
Morris Williams Realty - Leesburg, FL
Norvell Consulting Group
Jason..We are all salesman...its when we get to see others in action for a one time item that we apreciate techniche......I jsut went thru this on a roof for a rental house..Due to time conststaints, I required they do their inspections and fax me the quotes...several companies WOULD NOT do it that way. To bad..I chose the one who gave a nice estimate, quality materials, and insisted on pulling permits...They will get our other jobs as well now..
May 05, 2008 11:25 PM #32
Ambassador
534,540
Jason Sardi
Auto & Home & Life Insurance throughout North Carolina - Charlotte, NC
Your Agent for Life

Susan - Lol, you win the prize!   Now I know you are at least reading paying attention:-)

Todd - Interesting man, I'll have to look for that post....feel free to share it.

Brian - Nice man, that's Tricky:-)

Mike - Exactly!  I shall chose the folks who do my siding in a similiar manner.

May 05, 2008 11:46 PM #33
Rainmaker
594,107
Neal Bloom
Brokered by eXp Realty LLC - Weston, FL
Realtor CRS-Weston FL Real Estate
What happend...was my comment deleted? What did I say?
May 05, 2008 11:52 PM #34
Ambassador
534,540
Jason Sardi
Auto & Home & Life Insurance throughout North Carolina - Charlotte, NC
Your Agent for Life
Neal - You know darn well I hold an iron fist over comments on my posts.  This regime runs like a fine oiled dictatorship:-)  But seriously, I don't know what you are talking about?  I don't think your comment was deleted....to my knowledge at least.
May 05, 2008 11:59 PM #35
Rainmaker
931,022
Larry Brewer - Benchmark Realty llc
Benchmark Realty LLc - Nashville, TN
Jason - Great post. If I were you, I would visit one of the local builders and find out who's doing the siding for them. A good builder will pay a little estra to get it done right the first time. So should you.
May 06, 2008 04:41 AM #36
Ambassador
534,540
Jason Sardi
Auto & Home & Life Insurance throughout North Carolina - Charlotte, NC
Your Agent for Life
Larry - Actually, that's not a bad idea.  I gotta see if there are any builders still in business:-)  Kidding, kind of:-))
May 06, 2008 05:03 AM #37
Rainer
56,180
-- Casey Brischle
Columbia Bank - Spokane, WA
Spokane Home Loan Mortgage Professional
One of the best tools a salesman can have is the patience to listen.  Listening opens up so many doors in the sales process.
May 07, 2008 05:29 AM #38
Ambassador
534,540
Jason Sardi
Auto & Home & Life Insurance throughout North Carolina - Charlotte, NC
Your Agent for Life
That it can Casey!  Another example of why patience is indeed, a virtue!
May 07, 2008 06:20 AM #39
Rainmaker
179,961
Catarina Bannier
Compass - Chevy Chase, DC
DC Real Estate The Smart And Fun Way
Great post, it's always good to be reminded of that, over and over again.  I think that often we forget to listen because we're afraid of what the client has to say.  If we just keep talking, maybe we'll take up that space in their head, pushing out the doubts.  Never works that way, though.
May 07, 2008 10:14 AM #40
Rainmaker
543,593
Karen Rice
Davis R. Chant, REALTORS - Hawley, PA
Northeast PA & Lake Wallenpaupack Home Sales

Jason, excellent reading as usual.  Unfortunately, so many people do not know how to listen, and they only think that whoever talks loudest, best, and most often will win all the prizes.

 

May 07, 2008 11:38 AM #41
Ambassador
534,540
Jason Sardi
Auto & Home & Life Insurance throughout North Carolina - Charlotte, NC
Your Agent for Life

Catarina - I agree.  We'll never be able to service folks properly if we don't really know what they are looking to do.  Letting them voice their wants & needs allows us to do just that.

Karen - Perhaps we should introduce a brand new Real Estate Training Course, "Learning to hate your own voice;-)"

May 07, 2008 11:43 AM #42
Ambassador
3,694,579
Patricia Kennedy
Redfin - Washington, DC
Home in the Capital
Jason, I love this post!  I'm in the middle of all sorts of renovation projects, and you're so right!  We can all learn from our own buying experiences - home improvement projects, new car, all kinds of stuff!  The guy who sold me my car was into aerobic listening and observing.  He saw my flute case, led me into a car with an amazing sound system, and inserted a CD withPlacido Domingo singing something beautiful and Italian.  I wept.  I bought the car.  This guy got me and I trusted him.  I'd have bought a Yugo from that guy.
May 07, 2008 02:13 PM #43
Rainer
20,050
Beth Forbes
The mortgage help you want when you need it. - Center Valley, PA
Your 24/7 loan officer

I agree somewhat. 2 ears, 1 mouth, 1 brain. If having a good product and being empathetic made a good sales person, companies would hire social workers to make up their sales force. Listening, selling trust, selling commitment and knowledge are all wonderful staring points. To be really great you need to take what you've listened to and leverage it to your advantage. Sales is not a dirty word. You have extensive knowledge (not as extensive as mine of course) and you're a really great guy (most of the time) but if you don't leverage your knowledge you're just an order taker. Take an order, listen to why it's given and convince the client based on that to take what you have not what they want (assuming of course that there is still a benefit to them), then my friend you're selling.

May 09, 2008 08:34 AM #44
Ambassador
534,540
Jason Sardi
Auto & Home & Life Insurance throughout North Carolina - Charlotte, NC
Your Agent for Life

Patricia - Sounds like you ran into one very incredible salesperson.  Heck, Placido Domingo is a winner most of the time;-)

Beth - "Sales is not a dirty word."  Six years ago, I would have passionately disagreed.  Today, I do not.  We are all selling something, it's only a matter of others wanting to buy what we have.  I'll never be the guy to totally convince them, but I'll certainly be waiting with open arms when they need it...

May 18, 2008 04:10 AM #45
Rainer
15,915
Jennifer Kladny
Premier Servicing Company, LLC - Kittanning, PA

Great post, once again!  Enjoyed reading it. 

It is so darn hard NOT to end some sentences in prepositions, isn't it? 

Sometimes, it is better to let them go as is instead of rewording them into something your mother would be proud of.  Shoot, did I do it again??  ..... instead of rewording them into something in which your mother would be proud.  Thats the best I can do this early! 

Have a good (MON)day!  JENNIFER

May 18, 2008 11:14 PM #46
Rainer
105,415
Mike Norvell Sr
Morris Williams Realty - Leesburg, FL
Norvell Consulting Group

Jason, wheres the smile for your camera...but anyway..nice post

May 19, 2008 12:34 AM #47
Ambassador
534,540
Jason Sardi
Auto & Home & Life Insurance throughout North Carolina - Charlotte, NC
Your Agent for Life

Have a great week Jennifer!

Mike - I'm not too good at that contrived smiliing thing;-)

May 19, 2008 10:51 AM #48
Post a Comment
Spam prevention
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?

Ambassador
534,540

Jason Sardi

Your Agent for Life
Ask me a question
*
*
*
*
Spam prevention