The Psychology of Selling Real Estate
There was once a real estate broker, he brought on a lady to be a real estate agent.
He said to the lady that “if you sell a house I will buy you and your family dinner.”
Done, a house was sold and off to dinner they went.
He said to the lady, “sell 10 and I will send your family on vacation.”
Done, and off to the resort they went.
He said “WOW, you are doing great, become the top producer in the office and I will get you a new car”.
Done, the car was hers.
One day the broker said to the lady, “you are doing great! I have never seen anything like it. Let’s go for a drive.”
They went up to the top of the hill and he said “you see that Big house, that stunning house, you keep selling the way you do and one day I will own that house”
So what is the point of this? The broker’s entire success was based upon the success of the salesperson. The real estate agents ability to sell is the life-line of the industry. If a broker does not have a good salesperson working under him, then he must be that good salesperson.
For this reason quality real estate salespeople are compensated very well! But selling does not come naturally to all of us. It can be a daunting awkward task. Do not worry. You are about to be introduced to the greatest real estate sales book ever, utilizing practical and theoretical human nature in order to understand the psychology of the sale.
This book is geared towards selling real estate, however the principles taught in this book can be applied to just about any sales industry whether it is Business to Business, Business to Consumer Selling, Direct Sales etc….
The principles can be applied to property as well as services. This is important because in real estate you are doing both. You have to be able to sell the property to the consumer, but also your service in helping them through the transaction.
If you are entering the sales force for the first time do not be afraid, even if you are in your 40’s, 50’s or 60’s. You can still make your mark. Because in reality we have all been selling at one point or another, whether you asked out a potential love interest, trying to get your friends to go to the movies or trying to get a job. Therefore much of what you are about to read may sound quite familiar to you.
Just read the book, apply the lessons, and go make your millions.