I'm not sure if you noticed or not, but selling becomes really fun when you become know as an expert. Why? Because you don't have to sell when people come to you for advice. Why would anyone work with a sales person when they can work with an expert?
I have talked about in previously in the post called 2 Hours a Day Won't Get It Done. In the post I talked about being committed to your job. Work towards being successful and not just use Real Estate as a hobby. The title says it all "2 Hours a Day Won't Get It Done". So, you have read the post and decided to take it serious (okay, maybe you decided that before you read my post... I tried). Now let's talk about becoming that EXPERT in your area. What expertise my you develop? Experts move a step ahead of their peers. They no only become experts in their products, they become experts with regard to all aspects of their products. For example, do you know all of the details to the $8000 Tax Credit yet for First Time Home Buyers? I am not talking about the basics, but the actual details to cover questions from your buyer? A person that sells real estate successfully becomes an expert in home finance, the tax advantages of owning real estate, different neighborhoods, and even legal issues.
Moving further from the product, one would also need to be an expert regarding your competition. Want to succeed? Know the strengths and weaknesses of your competition. Sure, boxing gloves may be a bit much, but it certainly catches your attention. In the clients eyes, you are fighting for their business. The fact is, we can learn plenty from the successes of those around us. This process is called benchmarking. Why start from scratch with our sales efforts if others have already tested the path we are about to travel?
I think thats one thing we can all agree upon when it comes to Activerain. If you have a question about something, whether it be a product, sales technique, or lead generation company, AR members are more than willing to share their experiences. Utilize the professionals here in the rain, and then come to a conclusion of what makes sense to you. The point is still the same... learn from those that have traveled the road once before.
Another area one would also have to develop expertise in would be the discipline of sales. Many think that selling is easy - but any profession that can result in six-figure income is complex. If you can make more money selling real estate than the average attorney, why wouldn't you need to spend time learning how to sell? For me personally, I have been reading books that improve my vision and my 'self'. Kathy Eppley of "Astound Yourself" recommended a book I enjoyed called Good To Great by Jim Collins. Shortly afterwards, a friend recommended I read What Got You Here, Wont Get You There by Marshall Goldsmith, which I also enjoyed. The title of each book outlines the subject, read
When was the last book you read for improvement in this regard?
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Are you are looking to buy or sell a home in Frisco or another city in North Texas? Perhaps you love your home but would be interested in refinancing to a lower interest rate? If so, then I can help. I am a licensed Mortgage Consultant located in North Texas with over 15 years experience in the industry. I can help you get pre-approved for your new home loan in Texas and even suggest some very knowledgeable and professional Real Estate Agents in your area of choice. If you are available to talk, I am available to listen. Give me a call any time or visit my website for more details. Always available for your Frisco Texas Mortgage needs! John Cannata Reliant Mortgage p# 214.545.5604 Frisco Texas Mortgage Consultant Copyright © 2009 by John Cannata (Reliant Mortgage Ltd) - You don't have to SELL, if you are known as the EXPERT
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Are you looking to purchase a Texas home? Perhaps you love your Texas home but would be interested in refinancing your Texas mortgage to a lower interest rate?
I'll help you get pre-approved for your Texas home loan and even suggest some very knowledgeable and professional Real Estate Agents in your area of choice. If you are available to talk, I am available to listen. Give me a call or visit my website for more details.
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I enjoyed this post...you're definitely correct, if you are perceived as an expert, people won't question you on everything that comes out of your mouth. Just remember, if you're going to talk the talk - you had better be able to walk the walk!
I love the appts I go on where I don't have to sell myself. They've already seen me online, they've already heard of me from someone, and they just want me to help them. Those are the best!
You are right Christine. Walk the walk and talk the talk. Good suggestion.
Donna - I remember you saying that your appointments are now much quicker than they use to be. Thats awesome. Not only because they hear about you from someone, but because you send the clients information before you get there as well. (as long as you dont mention you are from RE/MAX, for certain clients anyway - That was odd for that homeowner to say that).
The book I read in December was The Secret. It gave me a good vision but since the Astounding Success workshop, I'm just on fire - as you already know.
Sometimes you need that little extra bit of motivation Loreena. Whether you find it from a book, a person, a class, or even a billboard. Something that sheds a little bit of light and or reminds you of the ultimate goal. I know you have been extremely focused, which is great for business.
Good topic John! Here's a great, easy to read book on positioning yourself as The Obvious Expert .
I've read it and applied some of the recommendations and it was easier than I thought. But you must put word into action. It was recommended by someone else here in the Rain on a blog a long time ago for summer reading, the following fall I decided to throw my hand in at teaching based on one of the suggestions in the book. Now 2 years later I'm a CE instructor at Collin College sharing my expertise on home staging!
I would love to be an expert, but I think I lack discipline.
John - I agree that AR provides tons of experts willing to share their experiences. Very nice post!
John ~
Most of my business is referral so the table is often set for me as the expert by the person who referred me, so yes you're absolutely right !
... reading up on pertinent topics is also KEY to being continuously held as the expert.
Nice post JC !
Thanks Karen. I think thats an awesome story. And is does sound like things have really worked out for you with teaching. Plus you still are a Home Stager. Two things you love to do. I'll certainly check out the book. Thanks again for the recommendation.
If you are successful with Real Estate JL then you have the discipline you need and you should give yourself credit. :-) But you probably already know this.
Thank you Kim. AR has been great for me and I share it with everyone that does not utilize them.
SHELDON! I appreciate you taking a minute to read and respond. Although I am VERY happy you have been busy, I am glad you had a minute for some AR commenting. Its always best to get a referral rather than having to market yourself. Nothing wrong with marketing, but referrals are just better. If a majority of your business comes from referrals, you must be doing something right.
... I'll always try to make time for your posts brutha !!! Cheers !!!
I appreciate that Sheldon.