I just read a statistic this morning that still has me floored. According to a 2006 National Association of Realtors statistic, 83% of the agents coming into the business have no sales experience. I’m sorry, but this freaks me out.
When I hear about the number of real estate agents that have come into the business in the past five years (of which I’m one), it makes me wonder if these new agents really realize how much work it is, and the dedication it takes to be really successful in sales. I came from a corporate background, rich in sales, marketing, and technology opportunities, that had a customer service focus. There are just things, I do naturally that I have naively assumed that all agents do also.
I guess the reason for my sharing this statistic is to remind you to interview your prospective agent, and if they are a newer agent, ask them what they did before. This week, I met up with a fellow John Hall & Associates agent, who works here in Scottsdale, also specializing in McCormick Ranch. I discovered her through her blog. One of the things she told me is that she can ask for anything, since she came from a non-profit background and was very successful at using the phone to get donations. That’s a great skill to have has a Realtor, one that will serve her clients well in finding them a house and negotiating it successfully.
As for me, I remember my first sales position at AT&T. It was very visible with a Fortune 50 company, and I was being interviewed because I was one of the few people technical enough for the client. I remember walking down the street in Manhattan, being asked why I should even be considered since I had no sales experience. My response, “I wouldn’t even be here talking with you now, if I hadn’t been successful in selling myself all my life.”
So, when you interview your prospective real estate agent, ask them some important questions, and listen to the answers.
1. What kind of sales experience to you have?
2. How will you communicate with me?
3. What type of negotiator are you?
4. How do you use technology to facilitate the purchase / sale of my home?
5. Why should I hire you?
Sometimes, it’s the “soft” questions that will tell you more about a person, than questioning about how much real estate they’ve sold. Connecting with an agent, who will work with you in a compatible manner is critical in today’s market. Yes, experience is important. At the same time, when you get to the heart and soul of the matter, you want an agent you can trust, that you can communicate with, and who will do a good job for you.
Ask some questions and find out!
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Interesting. When Aimee and I set up our mortgage business she was the sales person and I was the techno-geek in the background. However, as business evolved we both became sales people – in different realms though. Now that I look back I see that I’ve really been in sales the past few years. Pure sales. I never thought I’d be in sales, but here I am.
Shailesh, Sales has so many different faces, but in our real estate related businesses, it fundamentally comes down to relationships.
You’ve discovered that putting yourself out there, as who you really are, has opened up doors. After all, isn’t that I how I met you?