No One Makes a Penny Until a Sale Is Made

“Nothing happens until someone sells something.” Henry Ford

With that being said, sales should never be manipulative and should never be pushy. Think about having a world-class waiter serving you in a five-star restaurant making recommendations on the wine menu. Selling is part of the natural human interaction. Teachers sell and persuade their students to learn. Parents sell their daughter on who to date. Spouses sell each other on where to go to eat dinner on the weekend… Understanding that everyone is in sales is essential to understanding the buying process.

According to Zig Ziglar it is pretty simple “selling is nothing more than the transference of a feeling… if you can make the customer feel that way you do about your product (service), then your customer will buy your product (service). When done right, real estate sale’s is an honorable and noble profession. It is right for your doctor to sell you on taking care of yourself, and for your pastor to sell you on the value of a rich spiritual life. It is unwise and unfair to lump an entire profession with a stereotype just because of few in the industry don’t practice their craft with care.

Selling is one of the highest-paid professions in the United States, and rightfully so, as it is all based off of the risk/return relationship. A real estate professional is taking a higher risk (no guaranteed pay-check) than a person working 8-5 for a company. The ‘carrot’ for the real estate professional is there is no glass-ceilings on earnings. It is a little know fact that is larger real estate companies one of the tracks that most often lead to “C-suite” and higher management positions in the organization is through the sales pipeline area of the company.

The bottom line is this. Everyone is in sales. If a real estate professional does their job correctly and their client has a wonderful ‘total experience’ they will likely remain a client in the future, and there is a high probability that they will refer other clients. It means treating each person in a consistent manner, all people are treated the same in each encounter regardless of circumstance, with courtesy and respect.

BanCorp Properties supports truth in real estate and supports all of the communities that we serve in. To learn more about BanCorpREG, please visit us at www.bancorprealty.com

Greg Steinaker