Real Estate Marketing Strategies: Are You a Salesperson or Are You a Service Person?
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:
- We will feel like the “giver” and picking up the phone becomes easy and effortless. If we are clear that our job is to be of service, and that takes us out of the role of the “Taker” and into the role of the “Giver.”
- When we realize that we want to help people with their real estate needs then we do not have to experience rejection. In fact rejection does not exist. It’s either a match or it’s not a match. If the real estate service that you offer matches what your prospective client needs then you have created a transaction. If it doesn’t match, you are not being rejected; you don’t have to take it personally.I often tell my clients to say this to themselves before they get on the phone: “I have a valuable service to offer and people are lucky to hear from me.”
- The other advantage of focusing on service and not sales; is that you are more in alignment with yourself. You probably got into the real estate business because you like help people and it’s distasteful to you when you turn people into dollar signs.When you focus on service you will feel good about yourself. This good feeling will be felt by your clients. They will be automatically attracted to want to work with you because they know you have their best interests at heart.
The Bottom line is this: remember not to focus on sales; but on service. You will have all the sales that you need and feel good about yourself in the process.
Why Use AMPI?
AMPI is the national association of real estate professionals that have, since 1956, gathered under laws and codes of ethics and conduct to create a reliable, trustworthy an efficient real estate environment in Mexico.
AMPI consists of separate autonomous sections all throughout the nation, as well as more than 4,000 associates and affiliates. Each section is independent and has its own board of directors, only surpassed by a national board of directors comprised of twenty associates from all over the republic.
Developed over the years with the input and knowledge of its members, AMPI is much more than just a collection of offices. AMPI has been a solid and recognized institution in Mexico for the past 27 years. It was originally established in 1956 and was consolidated in 1980. AMPI is currently represented in all the principle cities and regions of Mexico stretching from Tijuana to Cancun.
The Riviera Nayarita, Vallarta and Compostela chapters of AMPI are dedicated to promote the best practices in real estate by providing its members with education to reinforce the standards of ethics that give our industry the credibility which our clients deserve.
AMPI is committed to giving our membership access to a multiple listing service that forms the platform from which our industry can expand locally and into other markets while giving our members precise and up to date information that is vital to continuous improvement and growth.