I knew I was in trouble when one of the owners of the real estate company that had just hired me finished his motivational speech with the statement, “Selling is an art.” I have never considered myself very artistically gifted and prior to getting into real estate sales my working life revolved around an extremely mechanical industry. I was one of the hundreds of thousands of aspiring souls who obtain a license to sell real estate with little or no selling experience in hope of making a six figure income.
Because this was a new career for me, I realized very quickly that if I was going to become successful I had better learn everything I could about selling. I went to work for a couple of guys who owned a real estate company that represented ten new-home builders in a huge master-planned community. My new bosses provided some basic sales training, but really believed that selling was an art form and you had to be somewhat of an actor in order to become a success. This was an important lesson for me to learn. However, as I found out later, their outlook only represented half the formula for success.
One afternoon when I was taking a customer through one of the model homes, the Division President of that particular company observed my presentation and approached me the following week and offered me a position with that company. Little did I know that this was to be the start of a very long journey towards my education in mastering the selling of real estate. Their training program filled in the missing half, the science of selling. This is where I learned that selling was both an art and a science. Over the next four years I continued to learn, practice, and teach myself, as well as my co-workers, new and exciting sales techniques, which allowed all of us to become top producers wherever
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