- March 23, 2018 -

When I owned my mortgage company, the biggest thorn in my side was the real estate broker.

And now that I buy and sell investment properties...the biggest thorn in my side is still the real estate broker lol

And before you react (because I know I'll piss somebody off who is a real estate broker or whose spouse or child or father or aunt myrtle is)...hear me out, please.

We're both after commissions and fees so the relationship is naturally gonna to lean toward being competitive.

Both want a sale to happen...and IF one of us leads with "What's in it for me?" it's a turn-off and the relationship falls apart.

It becomes a battle of "Well, my fee is $ and I'm not backing down" vs "Well, I need my 6% commission."

But if instead we figure out how to make the situation mutually beneficial to everyone concerned, now the dynamic flips.

"Selling" becomes something totally different.

It's the same-but-different dance when you deal with prospective customers.

Because they don't want to be "sold" - they want to be helped.

So what if...

What if we "redefined" the process of selling to simply looking at sales opportunities as better conversations?

Yeah, I know. It's not easy to let go of beliefs about "selling" that we've hung on to forever.

But the truth is..."taking out the head trash" and cleaning house is the first step to changing your perception of "sales" as being manipulating or deceptive.

One summer when Cheryl was in her 20's she decided to sell Avon...big fail because the first thing she said when someone opened the door was this:

"Please don't feel like you need to buy anything, but here is a catalog of what's on sale if you're interested. Bye!"

And she'd hightail it to her car as fast as she could haha. She ended up buying stuff just so her monthly sales didn't look so bad 🙂

There's got to be a total shift in thinking.

So what if we redefined sales simply as this: an offer to help those I can.

The key here is "those I can."

See, to me sales is nothing more than sorting and filtering.

You sort through the prospects by the probability that they'll buy what you're offering...

And the probability that you can help them.

(Which means we should not be making offers to those we can't help.)

In other words, in my mind...

Sales equals service.

Do you get the subtle shift?

You can't help those who need your product or service if you can't sell your product or service to them.

We're selling...

But we're leading from a place of service. And logic says that if you are refusing to serve people because you have a hangup about selling, it's basically being selfish.

You're holding back on sharing your gift, your passion, your product or service can could really help people.

To call a spade a spade...it's an ego thing. Your ego is getting in the way.

Time to "take out the head trash" and get over yourself.

Selling is not evil if your motivation is going to help, remove pain, save time, create more leads, convert more leads for your prospects.

And speaking of cleaning out...how's your list hygiene? Are your prospects and customers even engaging with you?

If not, how are your getting in front of them to even make an offer?

We've solved this with our Engagement Maximizer. Check it out...the video will show you all the details.
 
Have a terrific weekend! Rest, recharge...and drink if you're so inclined 🙂

[leadpages_leadbox leadbox_id=14555ac46639c5] [/leadpages_leadbox]