Real Estate Is Not a Sales Job

I come to realize something recently and that is that most realtors come at this business from the wrong angle. See, they think that it's a sales job.

A lot who went to the real estate profession were formerly in some form of sales. Maybe they were selling hardware. Maybe they were selling cell phone plans. Maybe they were selling cars. They were selling a tangible product. happens if you were good at selling one thing well then naturally you think well I should move to something that is higher ticket and real estate is the ultimate higher ticket item to sell.

Here's what they miss. When you're working with a buyer who wants to buy a house or a condo, you can't sell them on something that they don't fall in love with. It's the most incredible thing it happens time and time again that you'll show properties to your clients and then they'll walk in the door of one and it's almost like there's a chemical reaction. They know that's the right one even before they walked beyond the front door. So I don't care how great a salesperson you are, you cannot create that magic. As it turns out, your job as a realtor is not to sell your buying clients on anything. Actually your job is to advise them and primarily your job is to help them to avoid buying the wrong thing. Help them to avoid the wrong thing and then help them to find and negotiate on the right property.

It's no different from a wealth advisor who's helping someone to manage a very large portfolio of equity, stocks, bonds and the like. Their job is to advise and protect the largest asset that their client has, their investments. Well, a Realtor's job is to help their clients, to protect the greatest asset that they likely have, their real estate. So then what's the other half of the job? Advisor is the first half, the other half is marketing and advertising. Because when your buyer finds the right property and now it's time to sell their property, your job is to market that property, to make it stand out, to make prospective buyers take notice. You want your client's property to be the best looking property on the market in that neighbourhood at that time.

We know why our team is called Better Properties and our tagline is Better Presentation, Advertising Marketing, and Better Negotiation, We're advisors. If it's time for you to think about the value of your property or your contemplating entering the market, just shoot me a message that says appointment and we'll set up a free confidential discovery call with you.