Have you ever considered this question?

When you are doing your real estate business, do you feel more like a "salesperson" or more like a “service person”?

What do you think the difference is for your business?

Do you think it makes any difference at all?

What I've discovered in my 15+ years of coaching Real estate agents to achieve multiple six figure incomes, is that it makes a lot of difference. And here's why:

Here's the problem with thinking of yourself as a "salesperson".

1. If you were raised in America, then you undoubtedly had a childhood in which you experienced salespeople coming to the door. How did your parents react to that? What kind of comments that they make about salespeople?

Did you get the feeling that sales was a respectable profession?

Or did you get the message that salespeople were a bother and to be avoided?

If we are honest with ourselves, most of us will remember that salespeople were looked down upon, and we subconsciously told ourselves they are not good people, and "I never want to be one.”

The next thing you know you're in a career called real estate and selling is part of your job.

Or is it?

2. Did you know that people like to buy but they don't want to be "sold”? If they think they are being "sold" it makes them suspicious and they have trouble believing that you have their best interests at heart. They even feel manipulated.

Rather than welcome you, they will try to avoid you.

3. When we feel as if we are selling, it destroys our confidence. Clients can feel it and we can feel it and it lowers our self-esteem. No one wants to think of themselves as a sales man.

On the other hand, if your focus is on being of service, there are distinct advantages:

Published: November 22, 2011

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