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New Real Estate Agent Advice - Does the Consumer Really Need a Realtor?

Guest post by: Linda Schneider

Article Overview: It can be hard hearing negative things about your profession after you've spent a lot of time and money educating yourself so you can represent your client diligently, or you've negotiated a contract into the wee hours, or worked the weekends instead of playing with the kids. (Hear the little violin?) But all that doesn't matter to the consumer. The consumer, well, consumes. Realtors are often in the position of trying not to get consumed while still making a buck.

New Real Estate Agent Advice - Does the Consumer Really Need a Realtor?

• "Realtors are a dime a dozen-just gimme one that can fill out a contract and stay out of my way."
• "We may use my nephew who just got his real estate license."
• "If I like the house, I'll buy it. It doesn't matter who's selling it."

It can be hard hearing these kinds of things after you've spent a lot of time and money educating yourself so you can represent your client diligently, or you've negotiated a contract into the wee hours, or worked the weekends instead of playing with the kids. (Hear the little violin?) But all that doesn't matter to the consumer. The consumer, well, consumes. Realtors are often in the position of trying not to get consumed while still making a buck.

The average income for a Realtor is under $50,000...in some areas, well under. And their expenses are high, so the take before taxes is even less. The work usually falls at inconvenient times for the Realtor's family. Realtors have to suffer all kinds of misconceptions to justify their existence. Why would anyone want to be a Realtor?

What's worse is the risk. Realtors have been sued for:

• Not stating that walls of a house were repainted in the past five years
• Failing to know that the buyer lied on a loan application (the Realtor was not the lender)
• Bending the key by accident, unfortunately preventing other Realtors from showing the house to potential buyers
• Failing to disclose that ants would surface from the ground after a rain

Whether or not the accusers in these cases won or lost isn't the point (most lost). The point is that these are extremely stressful situations that drag a Realtor-and his or her family-through the muck. Often the income these Realtors earn is much less than the income of the person suing them.

And guess what? The buyer or seller gets sued alongside the Realtor.

With all this, what's the solution, the answer, the reason for you to become a Realtor? It's this:

Why You Should Become a Realtor

For every person who doesn't need or want us, who reviles us or misunderstands us, there are three who DO want us, who do need us, who understand that they can't do it on their own. There are real estate agents all over this country making decent 100K+ incomes. Don't sweat it with the ones who don't want you. Learn to be openhanded in your sales approach and prospect for the pipeline rather than the "now" business.

What you really need to do in order to minimize the time, expense, stress, and anger is to GET REVENGE. And the best revenge is success, right? Make a bunch of money, have a great time, and help everyone you can. And you can do that when you learn to sell. Selling is the greatest skill you'll ever use in your life. In particular "soft selling" or "consultative selling" gives you a calm certainty that prospects pick up on, making your job easier all the way around.

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Article Tags: consultative selling, openhanded selling, real estate sales skills, real estate training, sales results, sales tips, soft selling skills, soft selling skills training



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