JL's Columbia SC Real Estate Blog: Are you a Salesman or a Realtor?

I consider myself a service provider (aka real estate consultant) who happens to sell homes.  I provide guidance, information, nurturing, negotiation,  and education on the home buying process. I can help someone to come to a decision but I do not think you could ever sell someone a house that they do not want. 

I agree.  I am there to show my clients houses that best meet their criteria.  I can certainly point out the advantages of various properties and I will certainly tell them if I think a home is a great value or not.  Like you, however, I believe the house has to sell the client.  They either love or they don't.  Personally, I could never be "talked" into buying a house.  I feel the same about my clients.  I also think my low-pressure sales techniques is why I continue to get compliments and referrals from past clients.

 

 

In my experience, being knowledgable and friendly has been all that I've needed to do my job.  I have many repeat client and their referrals that appreciate my honestly - whether it benefits me or not.  It is not our job to talk someone into buying a house - it is our job to be knowledgable about the home, the area, and the legal obligations involved in the proper transfer of ownership of the property. 

Hi JL,  I consider myself a salesman.  I see many in this business who don't have a clue about how to sell.  They have no training, don't understand the process or psychology of sales and probably think they are doing just fine.  I am offended by the stereotypical picture of the car salesman in your post.  If your understanding of salesmanship is that of " High Pressure " then I will assume you are one of those lacking sales training.  You can be a successful agent but you would be more so with proper sales training.  Look at it this way:  Sellers or buyers who are represented by a strong sales agent will always do better than those represented by someone who just " shows houses " .  It really has nothing to do with high pressure and everything to do with salesmanship.  Despite your premise that we are either/or, high pressure or Realtor there are many agents who recognize the need to fully represent our clients best interests and therefore educate ourselves accordingly !

I am not a Realtor but my philosophy is to work on a consultative basis.  It works best for me.

This leads to a myriad pf potential answers! For myself, I generally place prospects into categories which simplifies the process somewhat. It also changes the communication between myself and the prospect/client. Certain scenarios, require certain approaches. I prefer the soft sell method generally speaking, but I do know haw to approach the close, and have refined my technique for each scenario. Personally I consider myslef both a Realtor, and a salesman! 

Now this has taken years! of salesmanship, training education, and reading to refine the skill set, becomming a Realtor was only slightly different, which I adapted to very well.

I think there is a fine line, and the ultimate gauge is the customer! As a professional you must first determine which approach is the best. They will tell you if you listen. Alot of times though, I think people just don't listen.

That is my 2 cents. For what it's worth.

JL:

There is nothing wrong with seeing youself as a salesman.  A good salesman doesn't use high pressure but allows the prospect to come to the only logical conclusion which is a win-win.

We are all salespeople just with different techniques.  Todays highly educated and informed consumers do not like to be sold but they do like to buy.  As agents we are helping create the best atmosphere for our clients to buy or to help them sell so we ultimately are salespeople.

Linda- Service provider is a good way to look at it.

Paul- I see nothing wrong with pointing out the advantages of a property.

Christopher- I completely agree.

Bill Gillhespy- The picture was a joke, get over it. Don't take me or yourself so seriously. Besides if I am what you assume, one of those lacking in sales training, what do you need to prove to me?

Don- Keep doing what's best for you.

Martin- I agree that different type of clients take different approaches.

Allison- I appreciate your two cents, I also believe that people need to listen more often.

Bill Burress- I never said there was anything wrong with being a salesman. This seems to be a touchy subject for people named Bill in Florida.

Joey- In one way or another, we are all salespeople, like it or not.

JL, We need to provide information in a meaningful way.   In many respects, we are more like teachers, helping clients understand the factors that they need to consider in making the biggest decision of their lives.  We do have to do a bit of selling when we list the property to make certain it is attractively and professionally represented.  We need to do a bit more selling when we meet with a listing client for the first time and then again with the listing presentation.   Like many other professions, agents are Jacks of all Trades!.   Jerry

JL - I find that I use my sale skills to present myself in the best possible way if I'm ever competing for a lisitng.  I'm a marketer when I list properties.  When I work with clients in buying or selling I become an advisor, educator, negotiator and consultant.  We cover a lot of territory and wear many hats when we work for our clients to get the job done for them.

Jerry and Lynn- I agree with you both that we must wear many hats and learn to be a jack of all trades. Best of luck to you both out there.

I handle every buyer differently.  Some buyers need a little encouragement to make an offer on a house.  While other know exactly what they want.  I believe that the biggest difference between a sales person and a real estate professional is listening and understanding when to push and when not to.

Bronson- That's a very good way to put it. Thanks for the comment.

The whole key is to give your client all the information to make a good choice. If you do your job the right way, you will never have to be pushy.

I agree. But before committing to salesperson or REALTOR, we have to be ourselves first. So, I guess rather than suave and smooth, I am straightforward. My approach is scientific/psychological/social and I always have a clarifying -ethics-chat before deciding to work with a client. (I guess we could call that an "assumptive" close:-)

I agree with the low key approach.  I assume that I may leave some sales on the table but I have to be true to myself.

Suzi- Thank-you for your comment, I too have a very straight forward approach with people.

 

Dan- As long as you are true to yourself, in my opinion you left nothing on the table.

A Realtor is where its at.  Thank you Mike

I agree Mike, thanks for the comment.

I see myself as both.  I need to sell myself so that people trust me to sell real estate.  

Debbie-I can agree with that view completely. Every Realtor is a little bit of both.