There is definitely a need for sales skills in the real estate profession. But, though many will say “they sell homes”, it’s very rare that a buyer is “sold” a home. On the other hand, we assist a great many buyers in the process of locating, evaluating, and purchasing a home. We actually solve problems for our buyers and for our sellers.
If you buy into this problem-solver approach, then what exactly are these problems?
Seller Problems:
they have a new job and need to move;
their growing family needs a larger home;
their empty nest means a smaller home;
they can no longer afford their home or are facing foreclosure;
someone needs to tell them how to prepare their home for sale;
help is needed to determine a selling price;
marketing is needed for print, internet and other media;
assistance is necessary for negotiations with buyers; and
coordination from contract through closing is needed.
Buyer Problems:
moving into the area for a new job and need a home;
their growing family needs a larger home;
their empty nest means a smaller home;
help is needed to locate and view homes;
they need someone to help compare and evaluate homes;
assistance with offering price and negotiations is important;
advice and assistance with documents and inspections is necessary;
coordination from contract through closing is needed.
I’m sure any good Realtor can expand on these lists considerably. The point is that we bring huge value to both buyer and seller in the exchange of real estate. We don’t sell homes, rather we solve problems. But we definitely do need to put on our sales hat to get the business. Selling our ability to solve their problems is the task. Learn how the consulting approach can set you apart from all the other “show and tell” agents they’re interviewing.
