A Real Estate Salesperson Who Deserves the Title of “Professional”

I was recently in the market to buy a new home, and I must have looked at 50 different houses over the course of four months. Of course, I also met dozens of very nice real estate salespeople who couldn't wait to tell me all the great features and benefits of their listings.

Then... it happened. As we approached a newly-constructed home, the real estate agent introduced herself and said, "Before I show you the house, do you mind if I ask you a couple of questions about what you are looking for in a home?"

I was stunned! She went on to say, "That way I may be able to save you some time by recommending where you should be looking, if this is not the right home for you."

Wow! I mean WOW!! In a sea of real estate salespeople eager to sell me one of their listings, I found a true real estate professional who was more interested in what I wanted.
I couldn't resist; I told her I was a sales consultant and praised her for the way she conducted the sale. I asked her this question, "Where did you learn to sell that way?" She smiled and said she had a mentor who taught her how to sell. She's been one of the top performers in her market year after year.

This is the one real estate professional out of thirty who truly "gets it." That translates to only 3%- and sadly, it's a statistic that's reflective of all industries, not just real estate.
What about you? Are you in the 3% that "gets it," or in the 97% that doesn't?

Sales Truth #29: "The best way to serve your own interest is to put the needs and desires of your customer first!" (Bill Brooks, The Universal Sales Truths)

Sales Truth #31: "To be a value resource for your prospect, you must first discover what your prospect perceives as value!" (Bill Brooks, The Universal Sales Truths)

Sales Management Truth # 64: "Salespeople are looking for role models. One of these role models should be their sales manager." (Bill Brooks, The Universal Sales Management Truths)