Success is that old ABC – ability, breaks, and courage.
I have been pondering this….how do you feel about it?
We are paid too much…
The public sees Realtors/Agents driving fancy cars and often living in better homes than they do. They see the outward appearance of wealth in fancy cars, fancy clothes, and a nice home. What they fail to realize is that most Agents are living beyond their means to achieve this outward successful appearance.
The consumer doesn’t understand the essential risk/reward connection in real estate sales. This is a profession without base salary, car allowance, health insurance, or retirement plan a profession without a guaranteed income of any kind.
The work is easy…
Too many consumers perceive that we pound a sign in the ground and wait for it to sell. Much of the work we do, as Real Estate Agents, is behind the scenes. It isn’t recognized or seen as work. The perception is that we plant the sign in the ground and wait for a commission check. I am not sure we will ever be able to fully change this perception because the consumer will never see the behind the scenes work a good Agent does.
It’s almost as if we are the stage manager in a Broadway production. The actors and orchestra conductor receive the applause and accolades from the audience. They get to take their bows and recognition. You never see the director or stage manager get a round of applause. The show would not go on without them, but they gain little recognition for their important role.
“The job is easy. The work is hard!”
We are not professional….
Their view is we haven’t received an advanced degree almost anyone can acquire a real estate license. There is some truth to the view that anyone can get a license. Becoming a licensed Agent doesn’t mean you will be a good Agent. It certainly doesn’t mean that you will be a successful Realtor.
Everyone also knows an Agent they don’t respect. They might have done business with them in the past and were dissatisfied. Maybe they have a close relative, high school buddy, or family friend they think is a moron who is an Agent. The basic philosophy is, if so and so is an Agent, they must all be just like him. It is amazing how quickly people can come to that conclusion.
As Real Estate Professionals, we are in a “show me” business. That’s what sales is about . . . especially full commission sales. We have to demonstrate to our prospects and clients that we add value and are worth our fee. I know there is a large percentage of you who just cringed or had a negative reaction move through your body when I called us salespeople. Too many Agents don’t like to be “labeled” as salespeople. A Great Realtor or Agent is proud that he is a salesperson. Honestly, I grow weary of Agents telling me that they are Marketing Experts, Service Consultants, Client Care Consultants, and on and on. We create all these fancy, fictitious titles to make us feel better, so we don’t have to call ourselves what we are . . . salespeople!
You work in a sales-based business. Be proud of your sales heritage. Your ability to acknowledge and enhance a sales philosophy to attract and convert prospects into clients will determine your success and your income.
Thanks for allowing me to rant…
Doubt is a pain too lonely to know that faith is his twin brother.