A Philosophical question – do you SELL real estate?

Services for Real Estate Pros with Marte Cliff Copywriting

Today’s mail brought a message from Wendy Weiss, “The Queen of Cold Calling.” She wrote that many sales people tell her that they do not sell. They don’t want to be labeled as sales people.

Why? Because the connotation (to them) is negative. It speaks of manipulation, dishonesty, and lack of ethics.

She disagrees, and went on to say that she had looked up the word “sell” along with variations on theBuy now house word “salesman.” All of the definitions she found spoke of persuasion. For instance, “Sales talk” was defined as “a line of reasoning or argument intended to persuade someone to buy something.”

The definition of the word “persuade” yielded: “1. To prevail on a person to do something. And 2. To induce to believe; convince.”

She contends that nowhere in the definition of sales or persuasion do you find any negative connotation. No definitions mention dishonesty or manipulation.

Of course we all know of at least one sales person who has used dishonesty and manipulation to make a sale. Think of the used car lot owner who turns odometers back. (Yes, I knew one of them.)

I just wonder …

You use persuasion when you advertise your listings. It’s the only way to get a buyer to say “I want to see THAT one.”

You probably use persuasion when you’re selling yourself and your services to either a buyer or a seller.

You may have to use a bit of persuasion with some sellers in order to get them to agree on the correct price, to de-clutter and clean their homes, to stage, to counter low offers, etc.

But… do you actually persuade a buyer to purchase a house? Do you “prevail on them to do something?” Do you “induce to believe; convince?”

Is the answer “never,” “all the time,” “sometimes,” or “only when it’s in their best interests?”

Or – does it really come down to our own inner definitions of the words “sell” and “persuade.”

Just a thought to ponder on a rainy Wednesday…


Image courtesy of Stuart Miles @freedigitalphotos.net


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Michelle Carr-Crowe-Top 1% Diamond Certified Real Estate Team Sells Cupertino San Jose Homes-Just Call 408-252-8900
Get Results Team...Just Call (408) 252-8900! - San Jose, CA
Family Helping Families Buy & Sell Homes 40+ Years

While I do sell real estate, I consider my job one of a counselor or a consultant.

Nov 16, 2016 04:48 AM #1
Laura Allen, Lake Tahoe - Truckee Real Estate for Sale www.TahoeLauraLuxuryHomes.com
Coldwell Banker, Tahoe City, CA (530) 414-1260 - Tahoe City, CA
Tahoe Real Estate Agent Helping Buyers and Sellers

Marte Cliff - Do I sell?  No. I present options for buyers and they decide how they want to spend (invest) their money based upon all of the information that is available at the time - pros, cons, and their budget!A great topic for a rainy (snowy in my case) day!  

Nov 16, 2016 04:55 AM #2
Sheri Sperry - MCNE®
Coldwell Banker Residential Brokerage - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Hi Marte Cliff - when I got my domain name of sellsedona.com - The first thing I thought of was, I love Sedona and I sell it every chance I get. The second definition of "sell" is "Presuade someone of the merits of".  I will sell sedona all day long but I don't sell houses. I point out the neighborhood, the views, the condition of the home, the comps and what else is available.  A customer has to sell themselves on whether they want that property. I am here to guide them throught the process and find solutions for them. 

Nov 16, 2016 05:29 AM #3
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Marte Cliff, I agree with Sheri Sperry - MCNE®, I sell the area, I present it in a way my clients learn and keep coming for more. I sell dreams, I sell memories, do I sell? Yes, absolutely I do but not homes, my clients are the ones who choose from what's presented to them.  

Nov 16, 2016 05:53 AM #4
1 ~Judi & Don Barrett & Chassy Eastep - Integrity
Integrity Real Estate Services 118 SE AVE N, Idabel, OK 74745 - Idabel, OK
BS Ed, Integrity Real Estate Services -IDABEL OK

I show real estate and if the Buyer wants to buy it, then I am the sales person of record.  At that point, I start putting on many hats to get them to closing.  Selling real estate is only one of my job descriptions. 

Nov 16, 2016 06:00 AM #5
William Feela
Realtor, Whispering Pines Realty 651-674-5999 No.

BE able to justify what you call Yourself.  But, you will not please everyone.

Nov 16, 2016 09:25 AM #6
David Shriver

I have always thought of myself as someone who helps my buyers to own the propery of their choice. A facilitator.

Nov 16, 2016 10:25 AM #7
Alison Creamer
Keller Williams Elite - Virginia Beach, VA
Realtor,MRP,ABR, CDPE,IMSD,HamptonRoads

I guide, educate and problem solve..... I totally stink at selling .

Nov 16, 2016 07:53 PM #8
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

I think of myself more as a consultant, to help the client identify the goal and to help them find the best strategies to reach it along with solutions to any problems, with  guidance, counsel, AND persuasion along the way.

Nov 16, 2016 11:52 PM #9
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Having had plenty of sales training, I do believe I am a sales person.  That's not to say I sell something that someone doesn't want.  But without sales skills, this job is extremely difficult.

Nov 17, 2016 04:02 AM #10
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Featured in the group:  BARTENDER, MAKE IT A DOUBLE.

Nov 17, 2016 04:03 AM #11
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Very good question!  I like to persuade with information to help them make an informed decision :) 

Nov 21, 2016 12:10 AM #12
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Specializing in Brookside, Waldo, Prairie Village

I tell sellers that I market your home..I can't convince anyone to buy it and do not have direct access to the buyers that agents will bring through! 

Nov 21, 2016 03:39 AM #13
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg IL Area Real Estate

I like what someone said 'show the benefits of' ....

Nov 21, 2016 04:48 AM #14
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Marte - excellent thoughts.  I would like to recommend Dan Pink's book, To sell is human.  Always Be Closing is replaced by  Atunement, Buoyancy, and Clarity.  We also live in an age of Internet were everyone has the same information.

Nov 22, 2016 02:12 PM #15
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

Selling is not a negative concept for me.

Have a great week and and a wonderful Thanksgiving holiday.

Nov 22, 2016 06:31 PM #16
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