From Home Enthusiast to Real Estate Consultant

Over the last several weeks at our brokerage, we've been doing a sales training course. Real actual sales, not real estate sales, actual sales techniques that can be used in any industry because I don't think that we do that well in our industry. I would like to talk to you a little bit about the evolution of a salesperson. Hey, my name is Chance Brown. I'm the broker owner of CB&A Realtors. I make video content for agents because I'm passionate about helping them build great businesses. And part of that, I believe, is being a great salesperson. Whether you want to love it or like it or hate it or whatever, it doesn't matter. You're a real estate salesperson. It's the name of our license here in Texas. If you don't have a fundamental grasp of the basics of sales, make that a goal in your business is to get better at selling things in the right way. So, let's talk about what the right way is. There is something of an evolution to as you start to practice and you get better and better at sales, you start to become what I call more consultative. I think in the beginning, most of us are very reactive. There's a level of excitement because it's all new and we want to just tell you all the things and we're smiling, we're happy, and listen, people sell stuff off of that because it's contagious. That excitement is contagious, especially for buyers, which we tend to see most of our new lenses be heavier in. They're excited about buying a home. Who wouldn't be, right? And so those attract each other and magic happens. Then an agent kind of goes through some training and gets to know stuff and this is where we run in to what I like to call feature dumping or let me just vomit everything that I know about real estate on you the second that I meet you. because we think there's value in that. But guess who doesn't think there's value in that? The person being vomited on. That's who.

Because they haven't asked for it and they may not care about some of it. And so what they feel like is you're just throwing generic crap at them that doesn't have anything to do with what's important to them. And that's where we want to try to get agents is recognizing what's important to the client is most important overall. That's where the magic happens. When we can get to a place where agents start asking really great questions and lots of them so that they can understand the needs and motivations of the client, that's when sales takes on a whole different level and you stop becoming a salesperson and you be start becoming a consultant. And if we can get to that place where we are taking the initiative, we're not leaving things to chance, we're going out and we're answering questions, and then when we get out into where we select and demonstrate, or we're presenting our sales cycle, our marketing system, whatever that looks like for a listing, we can take those things that are important to the client and we can give it right back to them in feature benefit statements. Hey, here's what we do and this is why. And you mentioned that earlier. Does that make sense to you?

Does this work for what you want to do? And when we can start tying the things that are important to the client to the things that we do in our business, you have just taken your sales skill to an entirely different level. You're going to be seen as an expert. You're going to be seen as somebody who cares. And more importantly, you're going to be seen as somebody I trust enough to refer to my friends and family and everybody else so that you get more business. I cannot more highly encourage you to take some time to really practice your ski your sales skills and start to build out your craft in a way that makes you less reactionary and more consultative. Hey, if this was valuable to you, I would be honored if you would subscribe, follow, like, share with one of your friends.