YOU WILL EARN A GOOD LIVING AS TRUSTED ADVISOR

By
Education & Training with Performance Development Strategies

The goal of a real estate agent is to complete a sales transaction. The goal of an agent who is a trusted adverser is to create a loyal customer relationship based on credibility, trust and respect. In reality we need to be a salesperson to make money but we need to also to be a trusted advisor to make a living.

Dan Pink, in his book, “To Sell is Human,” contends that everyone is in sales whether we have the title or not. He repackages it as “the art of moving people.” Everyone practices this art from salespeople to consultants and teachers.

The old formula of sales no longer works. Those who remember sales from years ago remember ABC which means Always Be Closing. This tactic no longer works in today’s information rich environment. In the past, using gimmicks to close was successful because the seller had more information than the buyer which gave the seller the upper hand. 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.

Therefor, 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 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 curator of this information she can create value for her clients. People can do the same Internet research when they buy a car and a smart salesperson will help the customer analyze it. 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 advisor 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 between the different information and the customer’s needs.

We need to carefully listen to understand our customers’ needs and desires. Today, there are still many salespeople who will rush through this phase to go for the close. Researchers have found that the more successful salespeople are those who can uncover problems rather than merely providing set solutions. Uncovering needs, problems and issues will take time and careful listening. When we continue to peel back the onion, we gain a greater understanding of the root cause. Uncovering the real issues will position us to provide the solution that works!

The ultimate source of our credibility will be our ability to deliver, to solve problems, to take on the hassles that the customer would rather not think about nor bother with. Following this path will set us on course to exceed our customer’s expectations. And that helps to develop the relationship of trusted advisor.

 

HiringSales

Do what it takes to become a trusted advisor. Trusted advisors earn more money, they receive many more referrals and repeat business, and they establish a long-term relationship with their customers.

Need help with creating better skills in consultation?

Contact Us for a Free Consultation

or call 914-953-4458.

 

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Topic:
Real Estate Best Practices
Location:
New York Westchester County
Groups:
Coaching and Mentoring
Tags:
trusted adviser
to sell is human
uncovering client problems
the value of our advice

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Rainer
486,298
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Grant,

Indeed. Information is available everywhere. We are no longer the gate keepers. Luckily! I prefer to advise on the more interesting and difficult issues that always seem to crop up. That is where our clients need us most.

Mar 26, 2019 07:19 AM #18
Rainmaker
2,415,158
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

People first....then business

Mar 26, 2019 07:59 AM #19
Rainmaker
1,827,295
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Roy - thank you very much.

Scott - yes, and that is why many still have a connotation that sales is slimy.

Dörte - yes, and we can use information to help our clients.

Richie - exactly.

Mar 26, 2019 09:58 AM #20
Rainmaker
388,522
Steffy Hristova
HomeSmart Elite Group Tempe AZ Tel: 480-966-9353 - Tempe, AZ
Tempe AZ Realtor - Your Home Close to Your Work!

Hi Grant,

Wonderful insights and reminders.

I copied this well-said sentence for my daily notebook quote:

"the more successful salespeople are those who can uncover problems rather than merely providing set solutions...we gain a greater understanding of the root cause."

Mar 26, 2019 10:46 AM #21
Rainmaker
1,482,652
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Hi Grant Schneider, not everyone looks for that trust or a relationship, in fact, they're perfectly fine working with closers who are only about sales. For me, real estate is a relationship business which requires trust. We can't win over everyone, that's for sure. Awesome post!

Mar 26, 2019 11:43 AM #22
Rainmaker
1,827,295
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Steffi - that really makes a difference if you can give someone an ah ha.

Beth - a very good point.  We can't win everyone.

Mar 27, 2019 03:20 AM #23
Rainer
287,709
Peter Davies
Borawski Real Estate - Northampton, MA
Exceptional service, without exception...

Grant,

Very thoughtful advice... The relationships we create in this business are our business, we shouldn't forget that.

 

 

Mar 27, 2019 08:59 AM #24
Rainmaker
2,087,935
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Congratulations on the well deserved feature, Grant!

I worked in a car dealership for many years and I remember  Always Be Closing very well.

I couldn't agree more....

we need to also to be a trusted advisor to make a living.

 

Mar 27, 2019 10:42 AM #25
Rainer
256,097
Chris Lima
Atlantic Shores Realty Expertise - Port St Lucie, FL
Local or Global-Allow me to open doors for you.

Great featured post @hrexec0058.
Concentrate on building relationships and the rest will follow.

Mar 28, 2019 03:11 AM #26
Rainmaker
1,827,295
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Peter Davies - yes indeed.  Peter do business with those they like and trust.

Sharon Tara - there you go.  The poor car salesperson that cares about the customer gets a bad rap by many of the practices.

Chris Lima - people first!

Mar 28, 2019 08:01 AM #27
Rainmaker
325,051
Dana Basiliere
Rossi & Riina Real Estate - Williston, VT
Making deals "Happen"

Grant,

That is how our office rolls. We even use that term "trusted adviser".  It is about building relationships not closing deals.  The latter will happen on it's own once you have the relationship.  You are correct. We are not the holders of the big book like it was in the early 80's. The information is disseminated on the Internet for all to consume.

Mar 28, 2019 08:44 AM #28
Rainmaker
16,364
Krista Jenkins, REALTOR®
Egenbacher Real Estate - Lubbock, TX
Residential sales and retail & office leasing

"In reality we need to be a salesperson to make money but we need to also to be a trusted advisor to make a living." Thank you, thank you, thank you. The ABC mindset I was encouraged to learn early on made me feel like a first rate sleezeball. I am glad I hit pause for awhile, took stock of my skill set, and decided to stay in the business because I was willing to reject the ABC mindset. Some people knock it out of the park with the ABCs but looking at people as though they numbers robbed my joy.

Mar 28, 2019 04:51 PM #29
Rainmaker
391,525
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

Grant, Bulls Eye!!

I like the term: Trusted Advisor.

Salespersons have been around long enough people know when they are talking to one.

What people are looking for is a trusted advisor.

Value added is what they need.

Thanks for a Great Post.

Mar 29, 2019 01:17 PM #30
Ambassador
3,898,545
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hi Grant

Well done!! There really is a ton of information out there for buyers and sellers, and helping them figure out what it means for them and their particular situation is what brings value to them. They must make the decisions but need to have someone they trust to appropriately advise them so they CAN make those decisions.

Jeff

Mar 29, 2019 03:47 PM #31
Rainmaker
1,827,295
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Dana - congratulations on being a trusted advisor!

Krista - your example proves why people dislike the word sales.

John - the advisor has mor influence on people because of a trust relationship.

Jeff - yes, and helping them sift through it and make sense is what an advisor is all about.

Mar 30, 2019 03:58 AM #32
Rainmaker
4,003,361
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Grant, I still don't consider myself a salesperson - only selling myself.   I provide customer service they can TRUST.  Great post.

Apr 02, 2019 02:59 PM #33
Rainmaker
1,827,295
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Joan Cox -  thank you.  That is the way.

Apr 03, 2019 07:02 AM #34
Rainmaker
964,412
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

You're right. Sales is no longer the same.  Being better, faster, more personable all win the day! 

Apr 03, 2019 04:08 PM #35
Rainmaker
864,631
Elyse Berman, PA
Best Connections Realty, Inc. - Boca Raton, FL
Boca Raton FL (561) 716-7824 CRS, ABR, GRI,ePR

Grant, Great advice.  There is so much information out there readily available to anyone.  Not everyone can piece it together.  Some we have to help understand what it all really means.  

May 15, 2019 03:22 AM #36
Rainmaker
1,827,295
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Jan - that is right.  All about the customer.

Elyse - that fact is proven every day when people call for help which anything they have seen online.

May 15, 2019 04:20 AM #37
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