5
“When getting help with money,
whether it’s insurance, real estate or
investments, you should always look for
someone with the heart of a teacher,
not the heart of a salesman.”
Dave Ramsey
Financial Guru
+Putting the
5
elements to work
now that you understand the essential steps, let's see what other pieces are important for
the perfect listing presentation.
Where is Your Heart?
Learn to Teach Effectively
In his quote above, Dave Ramsey talks about our
industry specifically. When you have the heart of
a teacher, you’re willing to take the time in each
presentation to teach. Every conversation is an
educational opportunity.
In order to teach effectively and with the heart of
a teacher, you need to understand how today’s
consumers learn.
You shouldn’t be trying to convince someone
to sell their home (that’s what salespeople do);
instead, you should be helping your sellers
discover what their options are, explaining the
pros and cons of each of those options, and then
letting them make the decision that is best for
them and their families. That’s what a trusted
advisor, with the heart of a teacher, does.
A few generations ago people came home from
school and were educated and entertained by
radio—by the spoken word. That generation
didn’t have television or the visuals we have today.
As a result, they were great
storytellers. They could craft
a vision with words alone.