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People Buy from People They Know and Trust Meaning You

Real Estate Agent with Dirt Road Real Estate SA676002000

Successful salespeople understand this simple sales truism:

Sales is belly to belly

Since mankind’s earliest buying or selling interactions, two individuals met face to face, belly to belly to purchase or to sell something.

No where is this sales truism more accurate than in the sale of real estate properties. With the emphasis on technology including AI, real estate teams, this sales truism is being lost in all of these discussions.

I can’t imagine allowing the most expensive transaction in anyone's lifetime to be handled 100% through a website with no truly personal interaction.  Texts and emails are communication tools, but lack being truly personal.

Nor can I imagine trusting a “team” of people to handle my real estate transaction. I believe most people want to personally interact with the actual salesperson, the real estate agent, not a plethora of “team members.”

Can you visualize a new home buyer after the real estate transaction closes asking the website a specific question who do you know to do this....? The website gives numerous responses with website recommendations. The new home buyer could have easily found those recommendations on his or her own.

The question is how does one navigate this world where the emphasis is on real estate teams and technology?  One is to understand the folks behind making all these recommendations. Usually these individuals are looking to put “butts in the seats", "clicks on links" or in simpler terms make money.

I just read another article about the 30 ways to get ahead of all this real estate angst. Anyone with any sales experience could see right away many of these 30 ways were a regurgitation (not new) of common sales strategies, actions that have been around for at least three if not longer decades. For example, “farming” is a marketing and lead generation strategy that is not new.

My simple suggestions are:

  • Be Real
  • Be Authentic
  • Be Caring
  • Be Responsive
  • Be Knowledgeable
  • Be Emotionally Intelligent
  • Be YOU

Remember to be successful in real estate:

"real estate sales is belly to belly, face to face."

Take the time to embrace these words by President Theodore Roosevelt:

"No one cares how much you know

until they know how much you care."

P.S. And do not forget these words of wisdom:

"To thine own self be true."

Feature Photo Courtesy of Pixabay.com

Any reproduction of Leanne M Smith’s blog for use by any AI or GAI, distribution or reproduction including but not limited to electronic newsletters e.g. PDF’s Internet sites or physical products e.g. newspapers, CDs without prior written permission and consent by me, Leanne M. Smith (Leanne Hoagland-Smith) is strictly prohibited.


Posted by

Leanne M. Smith, MS, GRI, rCRMS

2018 KGVAR Rookie Realtor of the Year-55+
219.508.2859 MST
Life Begins Where the Pavement Ends
Connect with me on LinkedIn:
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good afternoon Leanne,

Real Estate is a relationship business and people want a live human being they can ask questions and feel like they can trust them to represent them in a very important transaction on a large investment they are making. You are right belly to belly, face to face..it's important!

Apr 14, 2024 01:35 PM
Leanne Smith

Good morning and thank you for your affirming comment. I continue to wonder why sales folks continue to listen to these talking heads.

Apr 15, 2024 06:56 AM
Wanda Kubat-Nerdin - Wanda Can!
Red Rock Real Estate (435) 632-9374 - St. George, UT
St. George Utah Area Residential Sales Agent

Absolutely agree with your approach on this Leanne, face-to-face is best when representing clients, whether buying or selling. Most of what we do is tried and true and works!

Apr 14, 2024 03:20 PM
Leanne Smith

And yet we have talking heads either bringing some new that is not tried nor proven or rehashing what was old that worked. In either case, this is about money not about effective sales strategies.

Apr 15, 2024 06:57 AM
Endre Barath, Jr.
Berkshire Hathaway HomeServices California Properties - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

See you took my name out of the post and you got some traction:)Endre

Apr 14, 2024 11:59 PM
Leanne Smith

Good morning Endre and I believe giving credit where credit is due.

Apr 15, 2024 06:57 AM
Kat Palmiotti
eXp Commercial, Referral Divison - Kalispell, MT
Helping your Montana dreams take root

I totally agree - people do want to buy from people they know and trust, not from a team or random AI bot.

Apr 15, 2024 05:44 AM
Leanne Smith

Succinctly well stated, thank you.

Apr 15, 2024 06:57 AM
Brian England
Ambrose Realty Management LLC - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

Trust is a big thing in the world and I would definitely work with someone that I trust than someone that I don't even know.

Apr 15, 2024 06:03 AM
Leanne Smith

Good morning Brian and I am right with you on that point.

Apr 15, 2024 06:58 AM