I've been reading through this forum in and out since last October and have found it to be my most helpful resource to this point, so thank you all.

I've been a realtor for about a month and a half so far, and I might have found one major problem. I dispise "salesman" and therefore I don't want to ever "sell" anyone, however I've found that I might be underselling to this point because I'm afraid I'll come across to pushy, aggressive, etc. Has anyone else gone through anything like this? How to close without closing? I think I've lost at least 4 listings to this so far. Thanks 4 any help

I know exactly what you're talking about! I'm no salesperson, never have been. But I did quite well and you can too. Don't change who you are - being phony is much less effective than being unaggressive.

I would bet that a part of your problem is that you aren't yet confident in your competence. Are you uncomfortable with the contracts? With the loan process? With the closing details? I know when I'm doing something new, I'm definitely less aggressive because inside I'm scared of looking inexperienced as the process unfolds!

If you are confident in your market knowledge and your contractual expertise, your lack of salesmanship won't be an obstacle for you at all. Real estate sales is mostly about service anyway, so when you know you provide exceptional customer service, your confidence will skyrocket.

Jennifer

I am very outgoing and let people mention listing first without me bringing it up but then when someone asks something like "where do we go from here?"

I come back with, "well, I'll email you some info and then if you decide you do want to list then give me a call." It seems like somewhere in there I could say something to get them to list with me right there, to "close" it but I am so worried about coming across too aggressive etc. I call them a few days later to check up and see if any questions about my email. I get the doing good, thanks for the info, have a nice day response. This after 30 min to 1 1/2 hours at these peoples houses chattin away.

I feel pretty good about the contracts, however my "mentor" has been my broker and his way of teaching someone to swim is push them in the swimming pool and wish em good luck. Are their any websites that are good for learning the loan process and closing details? Knowledge is also a very useful tool that would probably help me quite a bit. =)

You'll get better about going for a close (in tune with your personality), truly you will. Again, it's a confidence thing. Once you feel that you are a great agent, it will be easy to convince others (without actually telling them that). It comes with time and with a few successes!

A good lender would be delighted to give you a crash course on the loan process - it's good prospecting for him or her! Closing details are different in every market and unfortunately, most of us DO learn by sinking or swimming. That said, I think it's irresponsible for a broker not to at least make an effort to train you.

You might want to see if there is an experienced agent in your office who would be willing to take you under his/her wing for a deal or two. Some might even do it for free - just because it's fun to help others.

Thanks I'm going to get a hold of a lender asap. Have to give my broker credit, he did help me with the P&S, and does answer my questions if he's around(still lists houses etc. himself) or sets up appts for a week later to answer any questions I might have. Just feels I should go out and do it, doesn't want to hold my hand. Don't know if this is the norm but he's a nice guy. I asked about mentors, I'd have to pay about 20% outta my 50/50.

When you're in the middle of a real estate deal and you have no idea what to do next, that 20% might seem like a screaming deal. Even if you make no money for a deal or two, if your mentor is excellent, it will be money well spent to get you off and running on the right track.

On one hand, your broker is correct - you'll learn a heck of a lot more being out there in the jungle than you will sitting in his office being mentored. I just hope that he is available to you when you really need him - especially during your first few sales when everything is a mystery! It's not fair to your clients to use them as guinnea pigs.

J

I have to say that I am not comfortable with the pushy salesman gig either.

However, for me the salesman part of this job really only applies to attracting attention to myself in my marketing. Once I have a client in front of me, there is no hard sell. I simply think of my "closing" as the logical question to follow up a statement made by the client.

If I am talking to someone and they mention interest in a home or thoughts about selling theirs, I just ask if they would like me to pull up some homes for them or analyze the current market value of their home. I think for me it is always about being honest tho. So for instance if I take my clients to see a home, I am going to offer my positive and negative opinions. At that point, my job is not to sell them something but to make sure they have all the facts and my professional opinion - whatever that might be.

At the end of a listing presentation, the natural question to ask is "Shall we list your home now?" I don't think its pushy, it's just asking the natural question. I have even been in listing presentations where we got to talking and they said that I was the only agent they were talking too. I told them I was flattered, but explained that it would be in their own best interests to interview at least two more agents. The fact I even suggested this to them may even be what ultimately got me that listing.

But you do bring up another good point. So much of this relies on a comfort level with your skill and a confidence that you a really are good at this. It does not even imply that you know everything. But it does imply that you know how to find out about what you don't know.

R