The trick to making money with real estate sales is to not sell anything. True statement. Sure, you might make the odd sale here and there with the sledgehammer approach, mainly to the customer already so intensely interested in a property that Darth Vader couldn’t talk them out of it.
This is not the way to long term success in this business.
People don’t like to be sold to. It’s that simple. Trust us. We’ve been doing this for a long time and human nature doesn’t change. You are not such a silver-tongued smoothie that you can ignore this concept. In our AIPIS coursework, one of the first things we emphasize is assuming the role of trusted adviser rather than salesperson.
When people sense a real estate sales pitch, they do a few different things, none of them conducive to allowing you to earn money.
1. They get defensive
2. They walk out
3. They listen to everything you say with absolutely no intention of buying
4. They argue with you
5. They go into a shell
A successful real estate sales agent knows they’ve got to bypass these natural defenses quickly and get inside the customer’s outer prickly shell. The quickest way to do this is get them to trust you – really trust you. That means you have to – are you ready for this – actually want to help them! Shocking, we know, but there’s no better position to sell from than one of trusted adviser.
Try it some time.
The AIPIS Team
Flickr / petesimon