In my current “day job” as a coach and mentor at Dudum Real Estate Group in the San Francisco East Bay, I have the enviable opportunity to work with agents one on one.
In one hour meetings I get to hear the frustrations, problems and issues that agents face in their day to day real estate businesses. And then I get to draw on my 33+ years of experience to help them find solutions to the problems that they came in with!
I did exactly the same thing years ago as I operated as an independent contractor running a consulting business with 4 major brokerages as clients in the San Francisco Bay area.
One issue that universally comes up is that most agents do not want to be perceived as “salesy”! Never mind the fact that sales is an important part of the process of helping people buy and sell homes!
I think what they are really saying is that they don’t really understand sales!
So, I’ve complied some links to resources that will help you overcome that issue (If that is an issue for you!).
Do you know who Gary Vaynerchuk is? If not, it’s time that you learn about him. He got his start working in his parents little wine store business in New York City. Today he is a widely sought after expert in sales and branding! (Here is his story: https://www.garyvaynerchuk.com/biography/ Please read it now).
What I want you to also read from Gary (and watch the 9 minute video in this article) is here: https://www.garyvaynerchuk.com/6-sales-tips-on-how-to-sell-without-selling/
The next piece of good advice comes from Hubspot. It was founded on “inbound”, the notion that people don’t want to be interrupted by marketers or harassed by salespeople — they want to be helped.
Hubspot have offered up TONS of free advice and tools – none of which is specifically aimed at the real estate broker and/or agent. but which is ridiculously helpful anyway!
This article in particular caught my eye: https://blog.hubspot.com/sales/skills-every-salesperson-will-need-in-2020
If you were to actually read the article and then execute on it, you’d be way ahead of your competition in very short order!
Finally, I want to draw your attention to an article on Brian Tracy’s website. If you are wondering who Brian Tracy is, read on!
Brian is recognized as the top sales training and personal success authority in the world today. He has authored more than 60 books and has produced more than 500 audio and video learning programs on sales, management, business success and personal development, including worldwide bestseller The Psychology of Achievement.
The article that drew my attention is: https://www.briantracy.com/blog/sales-success/how-to-sell-anything-to-anyone/
This one is a gem and comes closest to what we as real estate professionals actually do!
To wrap up, PLEASE read all three articles and while you are at the respective website, why not noodle around and see what else the authors have to offer? Who knows? You might pick up that killer idea that turns everything around for you!
