Drew Stevens PhD

My wife and I have been fortunate to purchase three new homes in our lives. With each experience we bought larger and more lavishly and have learned from each experience.

Our purchases enabled us to meet and speak with many interesting people as well as those who should be forgotten. Those unremembered include the useless real estate agents on both ends of the transaction. During the boom era of the 1980’s and 1990’s those involved in real estate enjoyed very nice commissions. However these professionals were merely order takers and not selling professionals. Good times disavow the need to follow selling methods. In many cases some agents were simply picking up the telephone and writing contracts.

In my transactions, all three of my representatives never followed up post transaction and coincidentally never rang to seek referrals. I guess the pipeline was full with other anticipatory prospects.

However, the profession of selling requires a different skill set, one based on both value and relationship. People buy from those they trust and those they respect. Selling is not about order taking it is about building a relationship.

Selling requires proactively covering all bases. Some of the requirements include:

·      Be punctual. No client should ever wait for a sales professional. Leave earlier and arrive before the appointment not just prior.

·      Return all calls in a timely manner. I have a rule where all calls are returned in 90 minutes.

·      Be gracious. Use please and thank you. Commissions are gleaned from value provided they are not a right of the profession.

·      Remain with the client before, during and after the sale. Even a physician follows up with his patients post surgery.

·      Conduct a 30, 60 and 90 day follow up to determine any dissonance.

·      Remain in contact with the client. Constant contact might help with future referrals.

Refrain from becoming an order taker and be proud of the profession you are involved with. Remember that nothing, and I mean nothing happens unless something is sold. No company functions without a sale. Do not demean your craft and yourself with ludicrous principles shared by lackadaisical individuals.

Copyright 2009. Drew Stevens PhD. All rights reserved.

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