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.