Not my mama! She encouraged story-telling. (Of course, she was a long-time real estate agent who began this business in 1961.) In fact, the best salespeople in the world are those who "sell without selling," by rather "sell by telling."
You see, you and I can role-play all day long -- typically, a strategy for learning what to say in the real estate business. And this is the first step toward becoming "professional."
So, let's look at the typical listing presentation role play......it goes something like this:
"Well, let me show you what we do to get your home sold: first, we put a sign in the yard. Then, we put it in MLS. Then, we hold open house. Then, we make pretty flyers -- with nice, smooth paper. We'll make sure it's in all the major websites. Blah Blah Blah. Now, can we get started?"
But ok, we, as good Realtors, MUST know what it is we do! So this type of role play is important......to get started.
|How do you tell YOUR story?|
It's about telling stories, folks. Practice it. Write a blog. Tell your stories. First, learn the scripts, then incorporate them into your true-life stories. This is the winning combination.
Sam Ferreri, MTL, RAA, is a 40-year veteran of the real estate industry and is currently the Director of Vision for RE/MAX Top Realty, the largest RE/MAX office in Houston, Texas. If you'd like to learn more, visit the Top Realty University Professional Development Center where agents work in a creative, collaborative culture daily. 713-558-2555.