For years, one of the sentences I’ve heard most from people thinking about becoming a real estate agent has been this:
“But I’m not a salesperson.”
And they usually say it as if they’re confessing a flaw. :)
My answer is almost always the same:
Good.
Because the kind of real estate consulting I believe in isn’t about selling someone something they don’t want.
In fact, the more years go by, the more I believe this:
In this profession, the most successful people aren’t the best talkers. They’re the ones who understand people best.
Picture a homeowner.
Maybe they’re about to sell the home they’ve lived in for years.
They raised their children there. It’s full of memories. On one hand they want the right price; on the other, they’re afraid of making the wrong decision.
What good does it do to sit across from them and reel off the sales lines we’ve memorised?
Sometimes what a person needs isn’t someone who talks, but someone who really listens.
It’s no different on the buyer’s side.
A family may be about to take on the biggest debt of their lives.
Just telling them “The living room is very spacious, and this side faces south” isn’t consulting.
If the living room is spacious, they can see that for themselves. :)
The real value lies elsewhere:
“Is this really the right home for you?”
and, when necessary,
“If I were in your shoes, I wouldn’t buy this house.”
It lies in standing on your client’s side firmly enough to say those things.
This is where I think consulting really begins.
In The Millionaire Real Estate Agent, when the book explains the “Big Why,” it describes agents who take pleasure in giving their clients exceptional service and helping them reach the home of their dreams.
I especially like the way the book puts it:
Over time, it says, these agents come to be seen by their clients as invaluable financial advisors. (The Millionaire Real Estate Agent, p. 72)
I think this is exactly where the future of our profession lies.
Because everyone has information now.
Clients see the listings. They compare prices. They research the neighbourhood. Sometimes they’ve learned half of what we’re going to tell them before they even walk in.
So why would they need us?
To make a decision.
Information is one thing; drawing the right decision out of that information is another.
A good real estate agent doesn’t just show their client homes.
Sometimes they give them courage.
Sometimes they put on the brakes.
Sometimes they negotiate.
Sometimes they point out a risk the client hasn’t seen.
And sometimes, when everyone else is saying “Let’s get this deal done,” they can say:
“This deal isn’t right for you.”
Yes, that may cost you a commission in the short term.
But in the long term it earns you something:
Trust.
And from what I’ve seen, the most valuable portfolio in this profession isn’t the names in your CRM; it’s the trust you leave in people’s minds.
So if you’re thinking about becoming a real estate agent but you’re saying,
“I can’t persuade people,”
maybe you’re asking the wrong question.
You don’t have to persuade people.
Do you enjoy understanding people?
Do you like solving problems?
Does it make you happy to be genuinely useful in someone’s important decision?
Does being trustworthy matter to you?
If your answer is yes…
You might make a much better real estate agent than you think.
Because I don’t think people always need more salespeople in this business.
But they will always need good advisors.
“Don’t try to sell. Try to understand first. Once trust is built, the person in front of you is no longer a customer, but someone who comes to you for advice.” — Neşet Birlik
If you’re in professional life and the question “Could I become a real estate agent?” has ever crossed your mind, you can try the short test we’ve prepared.
You might discover that some of the traits that make you think you’re “not a salesperson” are actually your greatest strengths in this profession. :)
Could I Become a Real Estate Agent? https://www.kwavo.net/
To get to know me and my work better: https://nesetbirlik.com/