Sell with Soul
Sell with Soul
welcome to sell with soul...
Y ou have a choice to make. Today. And tomorrow. In fact, you will make a very important decision every day you work as a real estate agent, from today until the day you retire from the business.
Each and every day, you'll have to choose between Right and Wrong. Fair or Unfair. Respectful or Disrespectful. Every time you meet with or talk to a client...a prospect...a buyer...a seller...every time you make a judgment call or "executive decision" on a matter with no clear-cut answer...you'll need to choose on which side to hang your hat. The side with Soul...or No Soul.
What are some dilemmas you might face? Here are a few to ponder...will you pursue a referral fee from your brother's real estate agent? Should you encourage a bidding war on your brand new listing? Will you refuse to show your listing to a buyer who already has a buyer agent? Should you take advantage of the opportunity to learn an unfamiliar market with a new buyer? How much will you charge your first seller client? We'll discuss all these situations and many more-and you may be surprised by the "soulful" choices I recommend.
I'd like to tell you that if you make too many un-soulful choices you will fail miserably in your real estate career. I'd like to tell you that, but I'd be lying (and that would be un-soulful!). Unfortunately, thousands of real estate agents have experienced wild financial success treating their clients and associates disrespectfully and, well, like dirt.
This has not gone unnoticed by the general public; real estate salespeople "enjoy" a Top Five ranking in a recent list of the nation's most un-trusted professions. Ouch! We're up there with car salesmen and politicians, a fact largely due (in my humble opinion) to what I call the "Old School" of real estate thought and training.
You may already be familiar with the Old School philosophies. According to the Old School, the way to succeed selling real estate is to treat it like a numbers game. To use condescending sales scripts, hard-core prospecting techniques and high pressure closing strategies. Old School agents are frequently depicted in the movies as greedy, self serving creeps. Unfortunately, these characters weren't invented by screen writers; they are alive and well and working in your neighborhood. And some are even making a pretty good living.
But I'm guessing that if you purchased a book called "Sell with Soul," you're hoping there is a better way. A way to succeed without sacrificing your soul to do so. While you may freely admit that you want to make lots of money (and there's nothing wrong with that!), you'd prefer not to make it at the expense of your integrity or dignity.
Or, let's be blunt here, maybe you don't consider yourself particularly soulful, but you doubt your ability to use the methods you've been taught by Old School trainers because they're just too "salesy" for you. You cringe when you imagine yourself making 100 cold calls a day, or putting those tired old closing techniques into play. You might even feel inadequate that you aren't overly enthusiastic about pestering strangers for business.
Quite simply, you know in your heart (and soul) that something is wrong with the advice of the Old School masters, yet you worry that you might not be successful unless you follow it.
Well, take heart-I have terrific news for you! You absolutely, positively can succeed in real estate sales without resorting to Old School methodology! And when I say succeed, yes, I mean you can make a ton of money, but oh, so much m