Years ago I read a couple of Tom Hopkins’ books on Real Estate Sales. Much of the battle comes from helping buyers and sellers overcome objections – the art of helping someone make up their mind and having them believe the decision had been theirs all along.
As you probably know this is called closing. And maybe it’s because I personally don’t respond well to most sales techniques, but I’m not all that much of a closer. The last thing I really want is for anyone to feel like they were forced or coerced into a decision. I’ll talk through any concerns that come up but the ultimate decision, I leave to my buyers.
There are moments when I view this as a weakness – how can I really be a real estate salesperson if I don’t consciously work to close the sale? And there are other times when I view this as one of my strengths – do you really want to feel the pressure of a hard sale when you’re making a six-figure decision?
This was the debate going on in my head yesterday as I drove from Glendale to the US Postal Service’s lone dropoff location for tax returns in the Phoenix metro area after 6 p.m. – 35 miles away at Phoenix Municipal Stadium (and then endured a 2-mile traffic backup – great plan, kids.)
I’m writing it here because, if nothing else, I tend to be one of the most honest (some would say transparent, but the buzzword bores me) agents you’ll see writing here in the Phoenix area. I’m not the type to proclaim what I’m not and then secretly hope no one ever goes to verify. The stats are what they are and I’ll tell you what they really are. The honesty that works for analyzing the market works for analyzing my career as well.
Do I need to become a hard-edged closer? Is that what people want even if they don’t seem to want it at all? I don’t know the answer to that one yet.
Once upon a time I thought I’d knew that answer. Then again, I also believed that no one would visit this site if I asked for your e-mail address and phone number to search the listings and you’re proving me wrong by the score every day.
Maybe I’m wrong here too. We’ll see.
[tags]Phoenix real estate[/tags]