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Andy Brown-Climer School of Real Estate, The Best Real Estate School in Florida (The Climer School of Real Estate)

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Rainmaker
1,844,301
Lyn Sims
Schaumburg, IL
Real Estate Broker Retired

Yes absolutely. Tom & Matthew Ferry.

I think overall you'll find out by the answers that most agents think it's hooey.

Aug 18, 2018 05:40 AM
Rainmaker
5,583,278
Barbara Todaro
RE/MAX Executive Realty - Happily Retired - Franklin, MA
Previously Affiliated with The Todaro Team

in my opinion, you either have it or you don't.... 

to become well-versed, it's happens as your number of transactions mount... practice makes "well-versed"....

imagine if everyone was a top producer!!! that would slim down the active real estate agent memberships....

Aug 18, 2018 05:36 AM
Rainer
365,664
Andy Brown-Climer School of Real Estate
The Climer School of Real Estate - Orlando, FL
The Best Real Estate School in Florida

WOW!!!

Some of these responses were so eye-opening.

(I had a funny feeling...)

Aug 18, 2018 06:21 AM
Rainmaker
2,781,173
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Add human nature, psychology, body language, listening skills & dialog. What we learn right away without studying is that a license is just a beginning and that ones craft has to be honed, tested and tamed

Aug 18, 2018 05:35 AM
Ambassador
2,684,109
Fred Griffin Florida Real Estate
Fred Griffin Real Estate - Tallahassee, FL
Licensed Florida Real Estate Broker

       Most real estate agents don't even realize that they are salespeople.  Or as Annette Lawrence , Palm Harbor, FL 727-420-4041 said in her answer, they are repulsed, so they call themselves "advisors" and "consultants".

       I wrote a post for new agents; the first paragraph is titled, "You are in Sales - know how to Sell!"

Aug 18, 2018 11:18 AM
Ambassador
3,345,091
Kathleen Daniels, Probate & Trust Specialist
KD Realty - 408.972.1822 - San Jose, CA
Probate Real Estate Services

I work to improve my skills every single day.  I am trained in NLP.  I also use my heart and compassion in my business because I KNOW that not everyone wants to be sold. 

Aug 18, 2018 08:01 AM
Rainmaker
1,543,823
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets
Big Block Realty 858.232.8722 - La Jolla, CA
CEO of Vision Drive Realty - Coastal San Diego

Andy you really shouldn't be shocked; 80%+ of real estate agents do not have any sales experience nor entrepreneurship skills. They think this is a job about loving people and showing houses. 

I've been coached since 1995 and with Buffini & Company since 1999, we train in sales and service quarterly, monthly and weekly.

Aug 18, 2018 07:32 AM
Rainmaker
5,104,931
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

Nope... I learned a long time ago that if I listened carefully to my clients I didn't need to "sell." I just needed to know my market, my numbers, and I needed to know how to present them to my clients.

Aug 18, 2018 07:17 AM
Rainmaker
2,182,552
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

I know exactly how you FEEL , I also have FELT that way , and did research and FOUND I was right .

Aug 18, 2018 07:16 AM
Ambassador
2,178,603
Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Prop. Mgr, Wenatchee, WA

I don't really believe in the use of hypnosis or subliminal programming when it comes to sales tactics.  I do, however, believe sales people can benefit from studying the art (and science) of selling to become better at their craft to determine the prospects best needs.  It's all about helping the other person get what they want and need, not what you want to sell them. 

I am constantly reminded of what the late great Zig Ziglar often said:  "You can get everything in life you want if you help enough other people get what they want." 

Aug 18, 2018 06:20 AM
Rainmaker
1,052,211
Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

I think being able to inspire and lead by example is more powerful than all of that put together. I don't really aspire to influence anybody.

I set an intention, identify the needed resources, set out with my best attempt at a pure heart and a sense of adventure . . . attract and receive.

Don't try this at home, folks.
We is trained professionals! 😈

Aug 18, 2018 06:04 AM
Rainmaker
4,572,183
Michael Jacobs
Pasadena, CA
Pasadena And Southern California 818.516.4393

There seems to be no shortage of these "opportunities"  in real estate.  Or any sales/marketing effort. 

Aug 18, 2018 05:58 AM
Rainmaker
1,502,998
Ryan Huggins - Thousand Oaks, CA
https://HugginsHomes.com - Thousand Oaks, CA
Residential Real Estate and Investment Properties

I grew up in some of this in the Mike Ferry organization.  I think it can be beneficial overall, but I know it has a bad rap with a lot of people too.  I think a lot of agents could use a class in building rapport more than NLP, mirroring and matching, etc.

Aug 18, 2018 08:54 AM
Rainmaker
2,220,654
Anthony Acosta - ALLATLANTAcondos.com
Harry Norman, REALTORS® - Atlanta, GA
Associate Broker

Absolutely, it's a continuing process. 

Aug 18, 2018 06:18 AM
Rainmaker
2,241,053
Andrew Mooers | 207.532.6573
MOOERS REALTY - Houlton, ME
Northern Maine Real Estate-Aroostook County Broker

Instead of convincing someone to buy, rather than putting the emphasis on arm twisting with smoke, glass, mirrors and snake oil, just do a better job completely exposing the property itself. Make your presentation full throttle with tons of images, video, area info, banking help, complete A to Z on the property itself. That kind of far reaching exposure with long reach with a buffet of details available round the clock causes more sales which leads to more listings. It is a delicious cycle. I am more of a real estate matchmaker than a salesman. Provide the local information on the community, the properties and be the first person the buyer meets online to build trust in providing the service works best for me. 

Aug 18, 2018 06:04 AM
Rainmaker
921,504
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

Yes. But, there is a problem.

Problem #1. Most agent are repulsed at the label SALES PERSON. They have a flashback to some BuyHere/PayHere car lot. As such they don't want to be a better sales person 'cuase they are facilitators or consultants.

 

Problem #2. If it ain't broke, don't fix it!  Like the one legged spider, many have become accustomed to going in circles.

It is my belief that sales in the most important position on the planet. No commerce takes place anywhere unless someone, somewhere, makes a sale.  We should wear our professional identity with pride.

Having become touchy-feely, politically more correct, thirsting for new things, NLP, Persuasion, Influence, Subliminal Programming and Hypnosis have an old school connotation. The language needs to be modernized.

You know, like the old school project manager is now an integrator. It appears to be important that the new age labels obfuscate the function.

Agents DO want to be better at their trade. But they want getting better to wear a modern suit. We want to be genuine, acheive greater fullfillment and do it effortlessly. And you know much of what you teach does have that outcome.

Aug 18, 2018 05:52 AM
Ambassador
6,393,494
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

Sales skills are essential in every part of business, those who do not practice them are really not suited to serve clients well.

Aug 18, 2018 09:25 PM
Rainmaker
1,239,901
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

Either cut out or not cut out. Training will hone your skills somewhat.

Some top agents have pretty faces and speak terrible English. One uses F words all the time. She does over $100M sales a year. In her case if she stops using that word she will start useing Sh#% ....

Another agent will multi-task. She will fix her underwear while talking to customers.... Wish she will quit doing it.....

Aug 18, 2018 11:28 AM
Rainmaker
519,324
Dan Tabit
Keller Williams Bellevue - Sammamish, WA

"Sales" is too often misunderstood as making people buy something they don't want.  In my experience, my training in sales has helped my clients understand the process, make the adjustments that their budget vrs tastes require and aid them through the process of buying or selling. I use most of my "salesmanship" in the traditional sense in dealing with my colleagues to get an offer accepted or improved.  

Good training and education is never a bad thing, I've been through years of it at all levels from seminars to university. 

Aug 18, 2018 09:01 AM
Ambassador
5,230,113
Debe Maxwell, CRS
Savvy + Company (704) 491-3310 - Charlotte, NC
The RIGHT CHARLOTTE REALTOR!

I am old-fashioned - personable, trustworthy and a resource for my sphere/clients. That said, you HAVE to practice SOME sort of salesmanship to get to that point and to build a business.

Most agents can't or won't do both. They either focus on the salesmanship or they focus on the deal at-hand. I'm always amazed to hear that some don't even have a business plan...and this IS a business (or should be). 

I know every day how many transactions I need to Close to meet my goals by the end of the year. How else do we achieve our goals if not through salesmanship?!

Aug 18, 2018 08:38 AM
Rainmaker
7,836,139
Roy Kelley
Retired - Gaithersburg, MD

Absolutely.

However, reality is that a high percentage of agents fail.

Aug 18, 2018 06:14 AM
Rainmaker
4,800,082
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

I used to in the past.

Aug 18, 2018 05:52 AM
Rainmaker
177,849
Dr. Karen Lewis, Broker 954-2489149
Align Right Realty K1 Group - Fort Lauderdale, FL
No Compromise When it Comes to Our Clients!

I would..

Aug 19, 2018 06:56 AM
Rainmaker
1,622,432
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • GRI • HAFA • PSC Calabasas CA

Yes, I studied most of those( not Hypnosis).

Aug 18, 2018 08:27 PM
Rainmaker
953,617
Pete Xavier
Investments to Luxury - Pacific Palisades, CA
Outstanding Agent Referrals-Nationwide

Yes! I've had help improving my sales skills in the recent past, my income has improved greatly as a result. Using the right words in the right sequence has improved my persuasion skills, and that means happy clients and a healthy bank account.

 

Aug 18, 2018 04:07 PM
Rainmaker
763,883
Tony Lewis
Summit Real Estate Group - Valencia, CA
Summit Real Estate Group Valencia & Aliso Viejo

We continue learning until the day we die and slaes changes regularly.

Aug 18, 2018 11:49 AM
Rainmaker
1,712,676
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

I think time is better spent on studying neuro-science.

Aug 18, 2018 06:36 AM
Rainmaker
5,216,409
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Passing the state exam is only an invitation to enter so you can begin the process!

Aug 18, 2018 06:00 AM
Rainmaker
716,049
Richard Bazinet /MBA, CRS, ABR
West USA Realty - Scottsdale, AZ
Phoenix Scottsdale. Sellers, Buyers & Relocations

Absolutely, all the time. Look into my eyes....😵

Aug 19, 2018 08:59 AM
Rainmaker
1,725,996
Sandy Padula & Norm Padula, JD, GRI
HomeSmart Realty West & Florida Realty Investments - , CA
Presence, Persistence & Perseverance

It is always good advise to keep our skills sharp.

Aug 19, 2018 08:11 AM
Rainmaker
259,317
Lesley Wilson-VanGoethem
Innovative Realty Solutions Group - Winter Springs, FL
Residential Real Estate Broker Associate

You already know what Im reading right now... EI 2.0

Aug 19, 2018 05:57 AM
Rainmaker
4,319,419
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Andy Brown-Climer School of Real Estate - not sure about hypnosis - but sure enough for NLP.

Aug 18, 2018 10:28 PM
Rainmaker
544,014
Dave Halpern
Dave Halpern Real Estate Agent, Inc., Louisville, KY (502) 664-7827 - Louisville, KY
Louisville Short Sale Expert

Be an expert in your field.

First understand your client's needs.

Match solutions to their needs.

They'll realize that you have the expertise to maximize their position, even if you didn't do all the matching and mirroring

Aug 18, 2018 04:44 PM
Rainmaker
4,434,127
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

I agree with Nina.

Aug 18, 2018 08:29 AM
Rainmaker
5,772,575
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Andy,

If you have to hypnotize someone or do subliminal techniques, it says to me that you don't have it/. And what kind of client are you working with that you have to hypnotize?

A

Aug 18, 2018 07:54 AM
Rainmaker
1,045,440
Dave Martin (703) 585-4687
Fairfax Realty - Fairfax, VA
Making Realty Dreams a Reality #WeWillGetYouHome

Presumably there are and its not something you ever Master to the point you should stop...salesmanship is primarily about people

Aug 23, 2018 08:53 AM
Rainmaker
3,986,258
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

I don't get into any of this stuff

Aug 20, 2018 08:27 PM
Rainmaker
3,988,007
Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

I am a fairly good salesperson however I prefer to let the product do the sell and me to provide the service and information.

Aug 18, 2018 08:33 PM