The sales gene didn’t find me
I have told myself for years, “I am not very good at sales.” Now my oldest brother, he was fantastic at sales, regardless of the industry. The gene did not appear to find its way to me.
As I began to research my shortcomings, I have come to realize that the opening statement may not be entirely correct.
The definition of sales refers to all activities that lead to the selling of goods and services.
When looking at all the steps it takes to list or buy a home until the final closing, I have a thorough grasp of the processes. With ZipRealty, I trained new agents in all those steps. I can check that off as not being a shortcoming.
Well, maybe marketing is what I mean when saying, “I’m a lousy salesperson.”
Marketing is the process of getting people interested in the goods and services being sold.
Concerning listings, you announce to the world House A is now available for sale. Distribute as much pertinent information as possible, being honest with the potential buyers and protecting the seller. Exceed the expectation of the seller and give confidence to the buyer; they are purchasing what they expected. Easy-peasy.
Maybe, I’m not a lousy salesperson as I’m quite proficient with that process as well.
My Achilles heel must be the marketing of the services I provide to potential sellers and buyers.
That one is difficult. I have a hard time puffing myself to future clients. You see, I am an introvert. I am not one who needs to be the center of the universe. The client and the home they are selling/buying should have that role.
I can’t see myself spending hundreds and thousands of dollars a month running ads about how wonderful I am. Many agents do this exact thing. There face is plastered everywhere on the internet.
I hate my photo. The camera picks up every skin cancer scar; it reminds me of Nick Nolte’s DUI photo. UGH!
Many agents spend more money marketing themselves than the homes they are selling. Not doing so is a death knell if you want some success.
Let me introduce you to DISC assessment
According to Tony Robbins’ DISC assessment, I am naturally a very high C and adaptively add a high D. What that means, I strive for high standards and accuracy. When placed in a sales mode, I also become determined while remaining calm. I can not refute the assessment. I am married to my type B personality.
I guess that can appear to be bland to some when meeting the first time–systematic, not egocentric, and daring.
So I guess I am a lousy salesperson when it comes to marketing myself. However, selling or helping you purchase a home is a different matter.
If you want to know your characteristics, take the DISC assessment on the Tony Robbins’ website–it’s free.
Find it at https://www.tonyrobbins.com/disc/
Knowing your DISC assessment helps me understand my followers and the subject matter that may appeal to them most.
Please let me know your results in the comments. You can’t fail the test.