I am a Horrible "Salesman"

By
Real Estate Agent with One Sotheby's International Realty- Miami Beach Real Estate

People are shocked when I utter that statement.  I get smirks and chuckles like I said it as if it were a joke.  I couldn't sell ice to someone in the desert.  The truth is I hate being ‘sold' to as well. 

The next question is "Kevin, you sell for a living.  How can you be successful and not be good at sales?"  I tell them whatever success I have had is not from salesmanship, it is from the information that I possess.

I am a freak about information.  I read everything. I ask questions.  Inquiring minds want to know!  I am a walking encyclopedia of a lot of useless info.  Fortunately for me (and my mortgage company), a lot of that information I do find a use for.

I pride myself on knowing EVERYTHING about the Miami real estate market.  I actually LOVE compiling all sorts of tid-bits in my head because usually it is those random pieces, of what seems to be useless information, that take me from point ‘A' to point ‘B' in a conversation with my clients.

When a salesman is trying to sell me something and they run out of USEFUL, timely and related information to give, that is when the scripts and pitches come out.  They start to try to ‘close me'.  That is when my defenses go up and I begin to shut down.

When I got into real estate almost 15 years ago and after many fallen thru deals, my first broker told me that I needed to take a ‘closing class'.  Thankfully, I never did.  He just got out of prison.

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Rainer
155,671
R. B. "Bob" Mitchell - Loan Officer Raleigh/Durham
Bank of England (NMLS#418481) - Raleigh, NC
Bob Mitchell (NMLS#1046286)

Man, am I just contrary or what?  I read your post Kevin and I don't think you're a horrible sales person, you wouldn't still be in the business after 15 years if this was the case.  I think that you have a misconception about sales and salesmanship that a lot of people, maybe even the majority of people have.  That is, that you have to be a pushy, obnoxious person to be a salesperson.  While there are some sales people out there who fit that description and make a fair amount of money, most of those folks really don't do well....at least not in the long run.

The sales people who are true pros at it, build relationships and trust.  They apply their trade in a consistent and confident way.  Once you accept that you don't have to be a used car salesman type (though there are used car salesman who are true professionals too - the stereotype serves my purpose here), you can accept the fact that you do indeed sell for a living and it's an honorable thing to do!

 

R.B."Bob" Mitchell

ValueList Real Estate Services, Inc. 

Apr 15, 2007 10:43 AM #34
Rainmaker
594,348
Neal Bloom
Brokered by eXp Realty LLC - Weston, FL
Realtor CRS-Weston FL Real Estate

Kevin,

No scripts for me, everything from the heart, if you do not like me then I move on.

I seem to do better without rehearsing...I do add some aspects from it ,but never word to word like when I am solicited over the phone by a telemarketer......you can tell they are reading.

Apr 15, 2007 11:16 AM #35
Rainer
54,675
Dave Cheatham
INC Financial - Bartlett, IL
I love information.  It goes a long way.  And if you feel passion for the information then people will see it too.
Apr 15, 2007 03:50 PM #36
Rainer
29,012
John Caylor
Infinity Financial Group - Post Falls, ID
Post Falls, ID Mortgages

Like the old saying goes:

"People love to buy but they hate being sold"

In today's world sales success is all about building relationships.

Apr 15, 2007 11:56 PM #37
Rainer
32,950
Beth Butler
Beth Butler - Big Mouth Consulting - Miami, FL
Kevin:

what I know for sure is that you learned to CLOSE in a big way... never pushy always effective.  Keep up the blog
Apr 16, 2007 06:33 AM #38
Rainer
52,247
Christine Forgione
1 - Whitestone, NY
Associate Broker

Kevin I so agree - I hate being "SOLD" and if I am asking questions and someone has NO Idea what they are talking about - then I can not be bothered.  (Unless they are new to the job and they explain that to me). 

I love my area and I hope that through my writting it shows! 

Good luck on your future in blogging - you are in excellent excellent hands!!

Apr 16, 2007 09:10 AM #39
Rainmaker
61,464
Kevin Tomlinson
One Sotheby's International Realty- Miami Beach Real Estate - Miami Beach, FL
Miami Beach Real Estate

Christine

Thanks!  All this encouragement is nice!

 

Beth

The one person here on AR that knows the REAL Kevin Tomlinson; she's even witnessed a total panic attack!  Ahh the good old days!

Apr 16, 2007 09:17 AM #40
Rainmaker
1,317,857
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services
Kevin -- you are off to a great start!  I don't like to sell either.   We are professionals and we do a lot more than SELL.  Congratuations on the post being featured and we look forward to reading more.
Apr 16, 2007 10:06 AM #41
Rainer
87,489
"JT" Prevatte
Former Agent - Fayetteville, NC

Ditto man....we are in the same boat...

I always tell my people that I don't sell homes...homes sell themselves, I provide service to people who need it.

Apr 16, 2007 10:51 AM #42
Ambassador
921,006
Missy Caulk
Missy Caulk TEAM - Ann Arbor, MI
Savvy Realtor - Ann Arbor Real Estate
I am visiting your site because of a blog tour that Maureen and Demitry started to visit other blogs of people who comment above us. Nice to meet you. I tell people selling homes is like finding a mate, my job is to introduce them to the home, they make the connection and fall in love or don't. Then I feel no pressure and they don't either
Apr 16, 2007 11:27 AM #43
Rainer
36,982
Richard Parr
ADT Security Services - Slidell, LA
Home Security Specialist - Greater New Orleans, Louisiana

There is something to be said about having some sales classes, seminars, and experience.  I have had many, but I have never considered myself a salesperson.  I have sales knowledge.  I don't have clever schpeals, shticks, or phrases.  None of this....What would I have to do to get you into this XXXX today?...BS

I have taken courses that emphasize needs and benefits to clients not tactics or tricks.  It doesn't hurt to know there are some words and phases that cause people to freeze up and to use a different word or phrase to say the same thing and keep their temperature down at the same time.  Sometimes you have to help people get out of their own way.

Apr 16, 2007 12:36 PM #44
Rainmaker
475,277
Larry Estabrooks
Independent Real Estate Agent - Moncton, NB
100% representation means NEVER DUAL AGENCY !

Let me pose this question, is marketing something the same as selling something?
If yes, then are you a horrible "marketer"?
Somehow I doubt that.

Apr 16, 2007 02:15 PM #45
Rainmaker
61,464
Kevin Tomlinson
One Sotheby's International Realty- Miami Beach Real Estate - Miami Beach, FL
Miami Beach Real Estate

Great question.  No.  I like to assume the marketer/presenter role.

 

Interesting to think about.

Thanks

 

Apr 16, 2007 02:37 PM #46
Ambassador
3,316,737
Margaret Rome Baltimore 410-530-2400
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome
Kevin, I have heard that the only difference in a sales person and a con person is intent!!
Apr 17, 2007 10:02 AM #47
Rainer
39,334
Todd Waller
Berkshire Hathaway HomeServices Snyder & Company, REALTORS - Ann Arbor, MI
Todd Waller | Real Simple Real Estate

I would add to the general consensus that we are data filters for our clients as well.  With so much information for buyers and sellers to sift through, I have found the need to point out credible sources and bad sources.

So, while technically a salesperson, I prefer to assume the role of consultant.  After all, I cannot sell a client on a home.  The home sells itself to my client.  And similarly for sellers, I don't make decisions for them, I provide expertise and information that allows them to make informed decisions on their sale.

Apr 18, 2007 09:09 AM #48
Rainmaker
147,221
Kaye Thomas
Real Estate West - Manhattan Beach, CA
e-PRO, Manhattan Beach CA
Kevin.. you can't sell anyone anything.. but you can help them make a decision.. Nice blog..
Apr 21, 2007 11:24 AM #49
Rainmaker
246,976
Gena Riede
Riede Real Estate, Lic. 01310792 - Sacramento, CA
Real Estate Broker - Sacramento CA Real Estate (916) 417-2699
Kevin, salespeople are interested in the one deal...Realtors are interested in a long-time relationship. Good article you are doing a great job...keep it up!
Apr 23, 2007 06:06 AM #50
Rainer
29,012
John Caylor
Infinity Financial Group - Post Falls, ID
Post Falls, ID Mortgages

Like the old saying goes....

Make a SALE...make a living

Make a FRIEND...make a fortune

Apr 23, 2007 06:34 AM #51
Rainer
8,674
Scott Mosher
Northstar Realty Sales - Lincoln, NH
Loon Mountain Real Estate, Lincoln & Woodstock NH

Kevin -

Meant to make this "Big Thumbs-Up" comment days ago! Had bookmarked your post and ranked it for you at the time, but also wanted to thank you for helping me to stop over-thinking everything!

Someone w/in the industry had recently made the comment to me that "People don't care what you know; they want to know that you care!", which reminded me to come back here and extend this thanks to you.

Provided you don't have a problem w/it (will check back for comments from time-to-time), I'd like to incorporate some of this into a webpage I'm trying to build? No plagiarism here, as it won't be verbatim, but I'd really like to make use of the underlying tone to your blog.

Again, terrific post and congrats on the "Featured" aspect of it! I look forward to incorporating some of its ideas into my webpage soon!

Scott

Apr 26, 2007 08:30 AM #52
Rainmaker
61,464
Kevin Tomlinson
One Sotheby's International Realty- Miami Beach Real Estate - Miami Beach, FL
Miami Beach Real Estate

Scott

Take what you need!  Forget the scripts!  People respect that you treat them list a person and have a 'conversation' with them.

Thanks again!

Apr 26, 2007 10:06 AM #53
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Kevin Tomlinson

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