This one thing beyond all else...

By
Real Estate Agent with 16 Sunview Blvd

I have been in Real Estate about 3 years.  During that relatively short time I have seen many agents come and go.  I started thinking about why so many agents fail or leave our  business:

  •      1. They got in for all the wrong reasons: No plan, no understanding of the way this business works and how tough it can be.  Lack of understanding and lack of preparation for the tough times ahead.

               2. Unable to sustain themselves through startup:  No matter the market or where in the cycle, you need sufficient money to build your business as well as pay ongoing expenses.

               3. Lack of adequate sales training:  I am convinced the primary reason I am still here is because of my sales background.  I see agents with no/little sales training making the same mistakes over and over and wondering how others get so lucky !  Unfortunately, you have it or you don't.  I'm not talking about a short course on sales technique.  What is so critical is having been in a sales position, preferably commission based, where you had to sell to survive. Without it you either need a booming market or lots of experience to make a go of it.

               4. This is a cyclical business:  Talk to any of the older agents and they can tell you about how the market comes and goes.  If you can't adjust to that you probably won't like this business.

                5.  No effective mentoring : This is the point to this post.  It would be very difficult/impractical to go back and get " Field " experience in commission sales.  We have no control over the other points listed above.  What we can do is have a strong mentoring program in our offices.  Experienced agents are typically very eager to help newer agents.  Consider all of the time/money being spent in marketing programs.  All to no avail if the agent working with the buyer is less than effective due to poor selling skills.  The ability to fact-find, qualify, and close a sale are skills absolutely essential in this market.  Just my thoughts on a tough market.

Posted by

Website:   www.BillGillhespy.com

Fort Myers Beach Realtor

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Rainmaker
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Joan Snodgrass
Midamerica Referral Network - Kimberling City, MO

Amen and amen, Bill.

When I was first in this business many years ago, I recall being quite unmotivated.  Loving the social life,  the break from being a housewife, etc  Then I switched and went into school sales (not selling buildings, selling students on going to my post second educational school). 

I learned sales.  It's interesting, as I look back, some of the best salesmen I've worked with started out selling cemetary plots!  Hmmm

Aug 11, 2007 11:33 AM #1
Rainer
27,621
Eric Olson
Sky Realty - Austin, TX
Salespeople are born more than trained. Its a personality more than anything that makes a good salesperson.
Aug 11, 2007 11:54 AM #2
Rainer
27,621
Eric Olson
Sky Realty - Austin, TX
Salespeople are born more than trained. Its a personality more than anything that makes a good salesperson.
Aug 11, 2007 11:54 AM #3
Rainmaker
570,046
Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos

Joan,  Interesting take on sales training.  So d you think cemetary lots should be part of our curriculum ?  Thanks for stopping by.

Eric,  I agree that some personalities are more suited for sales than others.  The training focuses the personality in to more effective selling technique.  Enjoyed your comment.

Aug 11, 2007 03:48 PM #4
Anonymous
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Anonymous

Hello Bill,
Good post and you made valid points.  I read a post here recently from someone who said he went into the business expecting to make sales his first week. LOL!  I think it looks easy and fun from the outside looking in and most people have no understanding of the hard work and time involved.  Thank you.

 

Aug 12, 2007 07:54 AM #5
Rainmaker
570,046
Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos
Hi Cynthia,  Are you saying that you didn't make a sale during your first week ?  LOL  Thanks for commenting.
Aug 12, 2007 08:53 AM #6
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Rainmaker
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Bill Gillhespy

Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos
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