Sales Vs. Services

By
Real Estate Agent with Century 21 Lanthorn Real Estate Brokerage

So here goes my very first article .....

 As a newer agent starting out I was often confused between what was more important, was it Sales or was it Service that I should focus on?

Coming from a mostly Business & Customer Service back ground my first instinct in the biz was to provide over the top service....Which is true, too a point. I learn't very quickly that although Service is what makes people refer friends and family, it's the art of selling and sales that is going to put money in my pocket. A few of my first clients were "Tire Kickers" and after endless km's and several homes later, the light bulb came on.

Before we went any further I had to ask the qualifying questions and get a little tough. it was scary the first  few times but in the end it really paid off. I found out that none of my clients were ready to buy and one hadn't even be pre-approved for a mortgage yet..... YIKES!

 Although it wasn't in my nature to get to the bottom line ...it is now. I am simply amazed how much time I have saved and the respect that clients show me when I focus on business first and service second. Instead of running around and doing a lot of work to meet them at a property or just pass of the information they are looking for, I set boundaries. Inviting them to the office or a shop for coffee to meet with them and establish a rapport in a professional manner and the clients that are serious will and those who aren't won't. 

 

In short.... Without boundaries set that identify you as a professional in sales, clients will take up your time and take advantage of your service with no transaction. Now my perspective is about Sales first and Service second, whether its a duty call, a buyer, a seller, dealing with other agents or just a random conversation about real estate. 

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Rainmaker
375,180
Leigh Brown
RE/MAX Executive Realty - Charlotte, NC
Broker/Owner - Charlotte NC
You know, it sounds more like you're consulting instead of selling.  'Sales' gets a bad rap as a career because so many folks think of seedy people pushing folks to make decisions.  But taking care of their needs with a high level of service results in future business through referrals and happy client testimonials.  Sounds like you're well on your way-welcome to AR!
May 22, 2007 03:42 PM #1
Rainer
8,322
Karla Woods
Agent-Connection.com - Sacramento, CA

Hi Kim,

I absolutely agree about boundaries.  When I first started, my broker told me there would be some potential buyers and sellers that I would decide early on not to waste my time with.  At the time, I couldn't even imagine turning away a potential client.  However, as time went on, I learned not to invest my time in people who absolutely could not qualify for a mortgage.  Or those sellers who absolutely insist their home is worth $40,000 more than we could possibly get for it.

Now I enjoy helping realistic buyers and sellers achieve their real estate goals.

Welcome to AR Kim!  I'm looking forward to future posts from you.

Happy Sales,

Karla Woods
Agent-Connection.com

May 22, 2007 04:26 PM #2
Ambassador
736,710
ASHEVILLE 1031 SIGNATURE PROPERTIES specialists in - LAND,INVESTMENT ACREAGES, AND LUXURY HOMES
Signature Mountain Homes and LAND- Asheville 1031 Realty, Inc. - Asheville, NC
Tell Us What Is Most Important to YOU

Kim~

First of all..WELCOME to Active Rain...where you will find some pretty nifty service-oriented professionals who love to share their stories and also know how to close a deal...You wrote, "I had to ask the qualifying questions ..." I'd love to know what those questions are..

May 22, 2007 09:33 PM #3
Rainer
28,850
Tom Lyons
makingyoufindable.com - Belleville, ON
Making You Findable
Nice first article Kim.  Keep them coming!  Active has more information on succeeding in real estate than any other source online.  Simply because everyone contributes.
Oct 13, 2007 12:42 AM #4
Rainer
75
Tom McEvoy
Century 21 Lanthorn - Belleville, ON
I can't believe you didn't tell me about active rain!
Mar 31, 2008 09:45 PM #5
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Rainer
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Kim Harrison

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