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Saturday, 24 August 2019
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This Old House - Do-it-Yourself

The "Helper" Mentality of Sales

Written by Posted On Friday, 26 April 2019 05:00

If you sell real estate, sales skills are critical to your success.

Most people who get into the residential real estate sales business have little formal sales training or experience. This creates an obstacle to success.

Effective selling is a skill to be developed for those serious about a sales career. Learn the art and science of sales. There have been many good books written on the subject.

Develop a reading list, a schedule, and then read.

Understand persuasion and how it fits into your business.

Think of yourself as a "helper" (no one wants to be "sold" something). After all, if you are in real estate sales, you are helping people with what is usually their most valuable asset, their home, and something they want to buy (or sell), or they would not be talking to you about it.

Here is a short list of what I believe is necessary for one to have an effective career in real estate sales (and most of it applies to sales in general):

Product Knowledge
Communication Skills - verbal skills and writing skills
Access to Potential Clients
Marketing Skills
Technology Skills
Financial Skills…for business and your personal life
Generational Knowledge
International Knowledge
Integrity
Perseverance
Commitment

Read 1721 times Last modified on Friday, 19 April 2019 22:03
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Saul Klein

In 1948, doctors told my father that his life aboard submarines on war patrol in the South Pacific and the depth charging he experienced had rendered him sterile. Although controversial and not widely applied, he was treated with an Ayurvedic therapy called “shivambu.” If you are unfamiliar with this term, I recommend you Google it because against all odds, I came to exist.

That was a loony segue into my life but is a fitting precursor to a career that would be just as incredible.

Like my father, I joined the Navy. However, due to a medical inconvenience, I was honorably discharged after 6 years of commissioned service, all on Sea Duty. This was an opportune misfortune that led me down the path to a successful career in real estate. Both my father and grandfather flirted in real estate brokering and flipping part-time, and I followed suit but making a lifelong career out of it.

With over 40 years in real estate, it is impossible to talk about my experiences in this small window. But I can proudly say that I am well-recognized as an industry pioneer, especially in real estate syndication and education, and one of the few luminaries that paved the way for real estate’s transition to the online world.

Some highlights of my life’s work:
● Co-created ePRO, technology certification course that certified 70,000 students
● Created the first online communities for real estate professionals to network, learn, and sell
● Created "Opt Out" Listing Syndication, aggregating over 1.4 Million Listings in 18 months
● Built the #2 National Listing Syndication Service, Point2 Technologies, sold to Yardi in 2010
● Founder of the California Association of Buyer’s Agents
● Member of the first REALTOR.com Team, pre-IPO, responsible for obtaining first 500,000 listings
● Helped Zillow and Trulia build up their MLS data inventory

Today I continue to lead efforts that bring new technologies to the real estate industry. Feel free to reach out and learn more.

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