LESSONS I'VE LEARNED: "PROFESSIONAL" SELLING IS SERVING

I believe it was Jeffrey Gittomer that said," A sale is not something you pursue; it's what happens to you while you are immersed in serving your customer."
In my opinion, truer words about selling could not be spoken.

For those seeking to make a career in sales, and not just in it for the perceived "quick dollar", these are not just words, but a business philosophy. Whether you call it "relationship selling", "win - win", "counselor selling", or some other similarly named description, it all boils down to determining your clients' true needs, and then working (serving) to the best of your ability to ensuring those needs are being met.

In sales, when honesty and integrity are combined with the call to serve, and practiced with a genuine empathy toward the fulfillment of your client's needs, the end result will be loyal, satisfied clients and a sales career worth having and keeping.

"CONDUCTING" BUSINESS

Several years ago another broker said something to me that made me think differently about the job we do as real estate agents.

He asked me "What is it we really do as agents?...we don't appraise the property, we don't inspect the property, we don't make repairs to the property, we don't lend money on the property, we don't look for termites on the property, we don't issue insurance on the property..."

He continued "...our job is to make sure that ALL of those moving pieces (that we really have little or no control of) continue to move forward and come together to a successful closing. This, so our clients are able to either purchase or sell a home, which is the reason they hired us in the first place."

It's kind of like the conductor of an orchestra. The conductor doesn't play any of the instruments, but it is his responsibility to ensure all of the sounds that the instruments produce come together in a harmonic melody that moves and inspires.

I encourage all of you to continue seeking to improve your level of service, your knowledge, and your skills so that the "music" you are responsible for sounds like a symphony...and not circus music.

2009 JBOR MLS SALES STATISTICS

If a client is entrusting us with, what is most likely, their largest financial transaction, then I believe we have an obligation to handle it in a professional manner. In my opinion, part of that professionalism is to have a thorough understanding of the market we are serving so we are able to properly educate and counsel our clients.

Here are some local sales statistics from 2009:

*Comparison of Residential Sales (SF 1, SF2, SF3, NC1, NC2, NC3) in Onslow County from Jan – Dec 2008 to Jan – Dec 2009:

Number Sold 2009: 2590
Number Sold 2008: 2433
Increase of 157 or 6.45 %

Avg Sold Price 2009: $176,251
Avg Sold Price 2008: $178,823
Decrease of $2,572 or 1 %

Number of Actives 2009: 5632
Number of Actives 2008: 5220
Increase of 412 or 8 %

Odds of Home Selling 2009: 46 %
Odds of Home Selling 2008: 47 %
Decrease of 1 %

Number of Homes sold non-MLS 2009: 191
Number of Homes sold non-MLS 2008: 200
Decrease of 9 or 4.5 %

Number of REO Homes Listed 2009: 111
Number of REO Homes Listed 2008: 77
Increase of 34 or 44 %

Number of REO Homes Sold 2009: 91
Number of REO Homes Sold 2008: 57
Increase of 34 or 60 %

*2009 Sales Data:

Percentage of REO Properties Listed to Total Listed 2009: 1.97 %

Data compiled by Ken Brandon
Century 21 American Properties, South
*Information obtained from Jacksonville Board of REALTORS MLS.

RESOLUTION OR PROMISE ?

We are one week into 2010.
How is your New Year Resolution faring?

If you are still on your way to accomplishing your goal, whether personal or business, that is FANTASTIC !!

If you have slipped a little, don't worry. You are only ONE decision away from being back on track.

Only this time, when you make that decision to re-commit, don't just make it a resolution.
This time make it a promise...
a promise to yourself.
Then honor it like it was a promise to your mom.

With that attitude, how can you do anything BUT fulfill your promises and accomplish your goals?