Selling Soulfully with Jennifer Allan


Real Estate Myth #1: Your Love of People Will Make You Successful



Your Love of People Will Make You a Successful Real Estate Agent
(excerpted* from Sell with Soul)

"She's not the friendliest person in the world, but she gets the job done" is how one of my biggest clients described me to a referral. After I picked myself up off the floor, I decided she meant it as a compliment, since obviously, she seemed satisfied with my service. And who am I kidding? No one has ever accused me of being a natural salesperson.

A general liking and appreciation for other people is a dandy characteristic for anyone to have, especially someone who has chosen sales as a career. But real estate isn't sales in the traditional sense. The only product you're selling is yourself; the rest of your job is primarily service related. If you are a people-person, great. It will help you be a successful real estate agent and possibly happier and more fulfilled overall. But if you're like me, with a natural tendency to shy away from social situations, don't fret. You can still be wildly successful in real estate.

But if, like me, you won't be able to distract them with your charm, you'll need to blow them away with your expertise. And responsiveness. And confidence.

I once had a partner who was more of the warm fuzzy type. Whenever we tag-teamed a client (i.e., we both showed them homes or shared the listing), we always laughed at how she knew all the details of their personal lives and I didn't even know the ages of their children or what exactly the clients did for a living. I'm all business and don't mess around with small talk.

Not surprisingly, some clients loved her and disliked me, yet others preferred my efficiency and expediency. Different strokes. If you are the friendly type, you will attract and please a certain type of client. But if you're more like me - don't worry, there are plenty of "just-the-facts" real estate buyers and sellers out there who will think you're great.

As long as you are good. I'm here to help you with that.

Continued tomorrow with:  Myth #2 - Your Love of Houses Will Make You a Successful Real Estate Agent

The 7 Myths of a Real Estate Career
  Your Love of People Will Make you a Successful Real Estate Agent
  Your Love of Houses Will Make You a Successful Real Estate Agent
  You Have to Pester (er, Cold Call) Strangers to Build a Successful Business
  Your Job Is to Drive Buyers Around and Hold Open Houses
  You Will Work Every Weekend
  Real Estate Is a Team Sport
  You Shouldn't Ever Discount Your Fee

copyright Jennifer Allan 2007

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The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
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Comment balloon 11 commentsJennifer Allan-Hagedorn • October 16 2007 08:26AM


Very nice blog. The 7 myths are perfect
Posted by Todd Moeller (Seven Gables Real Estate) almost 13 years ago
Jennifer - I'm glad you're reposting these because I didn't see them before. This is right up my alley. Thanks :-)
Posted by Tom Plant ( almost 13 years ago
Oops - I didn't mean to imply that I'm reposting old blogs - what I meant is that I'm posting "blogs" that come from my book, not writing them fresh today!
Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) almost 13 years ago
This is an interesting point of view.  I had done a CMA for a neighbor of a relative and found out (from my relative) that they found me to be professional and 'all business' -quite a complement.  After the client relationship develops then you can 'loosen' up a bit but I do look at appointments as mini business meetings.
Posted by Jennifer Esposito (JenRan Realty, LLC) almost 13 years ago
Keep up the great blogs ... this is fantastic information regardless if you are a rookie or a seasoned veteran.
Posted by Allen C. Wright, NS, AHS, REPS (RealtyU) almost 13 years ago
Jennifer... dang it! I guess I better stop reading ONLY personality plus. Good point. It really is so much more. When I first got into real estate family and friends always said I would be good because of that. I always said there is more to it than just that.
Posted by Birmingham Alabama Real Estate, Stephen Wolfe ( almost 13 years ago
Stephen - are you talking about Personality Plus by Florence (?) Littauer?  I'm a choleric with a tiny bit of melancholy thrown in.
Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) almost 13 years ago
Yes I am, I figured you knew the book. I am a huge bit melancholy... ok, I am anal retentive. My business partner is high choleric. It works well that we both aren't.
Posted by Birmingham Alabama Real Estate, Stephen Wolfe ( almost 13 years ago
I had this vet for my dogs.  he was running his own show and he was a terrific surgeon and diagnostician.  He had one problem... not much in the personality department.  He ruffled a lot of feathers and eventually ended up working as a surgeon in a larger practice.  Bottom line, I wasn't paying him to be nice to ME!  I was paying him to take care of my dogs - who he DID get along with and who he took terrific care of.  Tundra will need some minor surgery in the next month or so - who do you think I'm taking her to? The vet with tons of personality or the one who can really do the job with minimal trauma?  Completely different area of expertise - but some people will always be smart enough to shop competence over personality.
Posted by Ruthmarie Hicks (Keller Williams NY Realty - 120 Bloomingdale Road #101, White Plains NY 10605) almost 13 years ago
Simple enough, you sound like a red personality and your partner sounds like a yellow. Most Realtors are a red or yellow. For more I'd suggest a training course on selling to different personality types. Very cool stuff to be learned.
Posted by Brandon Hoffman (RE/MAX Connected) almost 13 years ago
Great post and  like you, I would prefer to shy away but I definitely make up for in responsiveness, reliablilty, organization and honesty,  etc.  So, it all balances out.  Like you said, different strokes! 
Posted by Donna Yates, Blue Ridge Mountains (BHGRE - Metro Brokers) almost 13 years ago

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