This post is about the art of selling in real estate, but includes a look at the salesperson as a whole. Each sales person may have the same general qualifications that make them good, as does each Doctor, Lawyer, Educator and so on.
As with the aforementioned categories, each has a specialty. The Doctor as an expert in the treatment of the kidneys, heart, skin, teeth and so forth. The same with the lawyer, whether their practice is in criminal, defense, corporate or real estate law, their general traits are the same as their associates, but their areas of expertise lie elsewhere. And not to beat the drum, but an educator goes on with specialties from pre-school teachers through college professors.
So it is with salespeople, each has a specialty. And each has the same general qualifications which include things like having an outgoing personality, being assertive, having good organization skills coupled with good follow up skills as well as the skin to handle rejection.
Salesmen can be specialists in the way of clothing lines, technology, automobiles or real estate. They must learn their product lines and the ins and outs of what makes a particular product better than another and what their competitors are offering. The higher the sticker price, the higher the commission and the higher the specialized field of knowledge will be for the salesperson.
A myth (with regards to sales people) is that they will hound you to death. Remember, as a consumer, you were trying to find a certain thing to buy. When you could not find it, you started asking questions to a sales person.
When someone starts asking questions to a salesperson, this is the salesperson?s green light to gather more information. It means the customer needs help and is trying to articulate what the end product will be. A salespersons job by definition is to help a customer find a solution.
So, when you tell a salesperson no, and they continue asking for more information, what you have is a really good salesperson. A good salesperson will never hear the word no.
No to them, means maybe, maybe not today, maybe in a different format, maybe at a different price. So, no, for a good salesman, becomes a new effort on looking for the correct product for you, the consumer.
As noted earlier, this post is about selling in the real estate industry and the sales people that work in it. As a Realtor, this sales position takes on new meaning as you are legally accountable to the state. So, you better be on your game, the state protects the consumer, not the Realtor. And, why not, this is potentially the biggest purchase in most people?s lives, they should have protection.
A Realtor can be described with the general job description of other salespeople. The Realtor must also be very technically savvy, have great phone skills, own a good car with extra insurance coverage, dress well and know how to act professionally.
They must also pass initial state testing and criminal background checks as well as take annual update courses and any mandatory classes as presented by their local board. The job also comes with ethical standards to abide by plus plenty of national, local and just plain old business fees.
As a Realtor, you have to know your market. This includes the idiosyncrasies of each neighborhood, the schools, the builders and the general area. The area information includes the demographics, commute times, the schools, the stores and the local businesses along with any businesses that are relocating to your town.
There?s still more-that?s why those commissions look so big! Realtors are expected to cover a lot of territory, not only in their car. Once a Realtor helps you find a home, or helps you sell a home, they have to be familiar with all of the home inspections, surveys, lending procedures and the law.
Your Realtor will guide you from the beginning to the end of your real estate transaction. They will be making sure that you are able to move from one location to the next with as little stress as possible. Sure, its part of the sales industry, but being a Realtor requires specialized knowledge. This is a service oriented business created to protect consumers as they go about buying and selling their homes.
The moral of the story, don?t be weary of sales people, we?re just here doing our job. Like you?re just out doing your job, our job descriptions may just read a little differently.Make sure to call on a Realtor next time you have questions about real estate, we?re not out to hound you to death. We?re here to help.
Visit us at Charlotte Homes for Sale. Or, visit, Ballantyne Country Club Homes here and go here, Southpark Homes for Sale.
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