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Industry, Finance

September 28, 2018

Sales and Selling as a Career

I always looked at selling as helping. My job in sales, be it real estate, stocks and bonds, insurance, tax preparation work, or financial planning, was to help my clients determine and then achieve their goals.

Good Selling Requires:

Product Knowledge

A good salesperson builds trust and confidence with their customers and clients. One way to do this is to demonstrate expertise. The more you know about your product or service (and share with your customer), the more your customer or client will trust in your abilities. Trust builds loyalty. Trust and loyalty leads to sales.

Real Estate Applications

Knowing the inventory and the area

Knowing how to explain all aspects of the offer to purchase and the myriad of forms and disclosures required by law, including agency.

Communication Skills

Both written and oral. The better you communicate, the better you will be at selling. Remember, communication is a two-way street. It is important to listen. If the three most important words in real estate are "location, location, location," the three most important words in communicating are "Listen, listen, listen."

Effective communication will allow you to build rapport. Rapport leads to trust and trust builds loyalty. Trust and loyalty leads to sales.

Access to Clients

One of the biggest consumers of time in any sales business is prospecting, and prospecting usually produces no immediate results. Prospecting is all about contact with people. Contact with people creates opportunity. Said another way, contacts create contracts. If you are in a sales slump, increase the number of new and existing contacts each day by 20%, you will see results within 60 days.

There are many ways to prospect. Here are a few:

1. Develop relationships with individuals who have access to many people and refer business to them in return for referrals. Examples: Tax preparers, casualty insurance agents, plumbers, and others whose services you use and to whom you refer business.

2. Review the closed files of agents who are no longer with your company. Start with a letter of introduction or phone call introducing yourself and your services.

3. Participate in online communities.

4. Ask for referrals, "Have I done everything to earn your referral business?"


Make it positive. Motivate yourself to look for the silver lining in all events. "Attitude determines altitude."


Always do what you believe is in the best interest of your client. Your interests will take care of themselves.

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