Education & Training with Performance Development Strategies


What do you think the future of real estate sales is now that we have everything on the Internet?  Really, I think the opportunity is  bright for a good agent.  As as clothing store once used to say, "An educated consumer is our best customer."

Many business advisers and sales consultants talk about how they want to be a trusted adviser to their client. Becoming a trusted adviser is a process that is built on credibility, trust and respect. For some, achievement of that objective for some will require a paradigm shift in conduct of the buying selling process.

Dan Pink, in his book, “To Sell is Human,” talks about how we are all in sales so to speak. He calls this the art of moving people and it applies to everyone from consultants to teachers. The old formula of sales no longer works. Those who remember sales from years ago remember ABC which means Always Be Closing. This is a tactic no longer works in today’s information rich environment. Using gimmicks to get sales in the past was based on the fact that the seller had a deal or that the buyer did not know what the seller knew. Today we buy things from the Internet. In fact, anything a buyer wants to know is on the Internet. The buyer can also easily obtain information on the seller.

In today’s environment we need to understand that we are all in sales so far as we are all influencing people in one way or another. The value of our advice and is what matters now. For example, home buyers can educate themselves on neighborhoods, schools, homes, asking prices, and anything else. Today’s smart Realtor knows that by being a source of information she can create value for her clients. People can do the same Internet research when they buy a car. Therefore, when the Realtor, the car salesperson, or the business consultant uses the shared information, they can place themselves in the position of assistant buyer and of trusted adviser to the customer’s interests.

Since knowledge is readily available to buyer the seller should acknowledge that fact and spend the necessary time to develop a relationship with the customer which will gain the customer’s trust.

Spend enough time learning about your customers’ needs and desires. Many in sales make a serious mistake by rushing this phase of the process. Researchers have found that the more successful salespeople are those who can uncover problems rather than listening for needs and providing solutions. Uncovering needs, problems and issues will take time and careful listening. Continue to peel back the onion by listening to understand. Ask follow up questions. Developing this skill will uncover the real issues and this will position you to provide the solution which will exceed your customer’s expectations.



The ultimate source of your credibility will be your ability to deliver, to solve problems, to take on the hassles that the customer would rather not think about nor bother with. When you do that and more you will exceed your customer’s expectations. You will also position yourself to become their trusted adviser.

Do what it takes to become a trusted adviser. Trusted advisers earn more money, they receive many more referrals and repeat business, and they establish a long term relationship with their customers.  Read a similar post on our web site titled THE NEW PARADIGM IN THE ART OF PERSUASION.

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 06/22/2017 01:00 AM
Real Estate Best Practices
New York Westchester County
Coaching and Mentoring
consultative selling
trusted adviser
to sell is human

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Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

Good Tuesday morning, Grant. Have a great day and an outstanding week.

May 09, 2017 04:19 AM #26
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Good morning Grant.  I'm finding it more and more difficult to become a trusted adviser in today's environment with so much bad information available to all with the click of a mouse.

May 09, 2017 05:38 AM #27
Joan Cox
Metro Brokers - House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Grant, you offer such great advice, and listening is the best virtue to possess!  

May 09, 2017 06:39 AM #28
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Beware of those that wear shark suits...I want more of the priest garment myself

May 09, 2017 07:07 AM #29
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Excellent advice Grant.  I've always said that typically a buyer or seller will tell you what's most important to them first.  You just have to listen and be a sponge.  Part of that process is providing the best service and to pre-think what might come up.  Playing devil's advocate is usually helpful, too!  Great post!

May 09, 2017 08:39 AM #30
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Roy - thank you very much for stopping by. 

Gabe - I thank that really makes you much more valuable. 

Joan - agreed.  It all starts with being a good listener. 

Richard - the customers will certainly know. 

Jan - yes, thank you.  You must listen like a sponge. 

May 09, 2017 12:01 PM #31
Stavrula "Sam" Crafa, RNC,GRI, CDPE, PSA
Future Home Realty - Seminole, FL
Providing the integrity and service you deserve.

I think one of the best ways to become a trusted adviser is to listen more and talk less. Listen to every word the client is saying to learn and then personalize the service we provide to the needs of the client along with being problem solvers. After all, it's not about us, it's about them. 

May 09, 2017 06:56 PM #32
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Grant,

Personally, I welcome this development. Being a trusted advisor suits my temperament much better than the high-pressure sales person shtick.

May 09, 2017 08:02 PM #33
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Sam - that is the biggest part, listen more and talk less.

Dörte - yes, I suits my temperment as well.

May 10, 2017 03:58 AM #34
Nathan Gesner
American West Realty & Management - Cody, WY
Broker / Property Manager

Grant, like anything worth doing, it's going to take some time to build the skills and clientele. For those willing to put in the effort, it can be done. Nice blog!

May 10, 2017 04:53 AM #35
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Great advice here Grant! Congrats on the well deserved feature!

The ultimate source of your credibility will be your ability to deliver, to solve problems, to take on the hassles that the customer would rather not think about nor bother with. 

May 10, 2017 05:13 AM #36
Nick & Trudy Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtors, Philly Main Line

Great post and good advice for those in the industry. Our customers want something more from us, they want our opinions, not our avoidance and CYA tactics.

May 10, 2017 06:36 AM #37
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

Grant, we will see an increasing need for agents to be able to achieve the trusted adviser status. It will take work and many are not into that.

Thanks for sharing some great advice.

May 10, 2017 04:54 PM #38
Michael Jacobs
Coldwell Banker Residential Brokerage - Pasadena, CA
Los Angeles Pasadena Area Real Estate 818.516.4393

Hi Grant -- another thoughtful post that is filled with more than a few "ah ha" moments.   

May 11, 2017 05:38 AM #39
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Nathan - yes indeed it does take time and effort.

Sharon -  it is all about relationships.

Nick and Trudy - yes, clients want our advice and opinions.

John - that model will be the one that works in the future.

Michael - thank you.  I appreciate it.

May 11, 2017 09:41 AM #40
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Grant, thank you for sh the great tips and for the inspiration. 

Jun 22, 2017 01:54 AM #41
Nina Hollander
RE/MAX Executive | Charlotte, NC - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Great post, Grant, and it was nice of Roy Kelley to reblog. I've always said I can't sell anything to anyone... but I can advise and help people make the right decisions and the end result is a sale. Clearly, to properly advise we also need to have the trust of our clients.

Jun 22, 2017 03:08 AM #42
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Gita - thank you.

Nina - right, that have to have the need and you are the assistant buyer.

Jun 22, 2017 03:18 AM #43
Sally K. & David L. Hanson
Keller Williams 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce - Short Sale

  Just had this discussion about who is the influencing force in different groups that are targeted in marketing...sometimes there are surprises for people who believe that they are or things are influences that truly are not.

Jun 22, 2017 03:21 AM #44
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Sally and David - it must have been a good discussion. Listening and asking questions help us know that. 

Jun 22, 2017 06:38 AM #45
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