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The curse of the salesman
It’s unfortunate but I see “hustlers” in my real estate industry
every day. The saddest part is that most of them don’t even
realize they’ve become hustlers. They’re just following the
practices that were taught to them by their broker, mentor, or
coach.
Realtors are often taught “Behind Every No Is a Yes”
and while this advice may work and earn them more
income, they soon become a “Wolf of Real Estate”
without even realizing it.
When you take a sales job, you’re taught by the leadership what
you need to do to be successful at your job. Therefore, the type of
salesperson you become is often directly influenced by who
teaches you.
The curse of the salesman is that many of the most successful
salespeople in any industry have gotten there by being hustlers.
They care little or not at all about the customer, just about how
much money they can make from them. They practice and master
how to close people.
I see real estate agents acting like hustlers because they’re doing
what they were taught to do. They often don’t realize what
they’ve become until after they damage many relationships by
pushing loved ones and friends too hard for their business or
referrals.
The Slippery Slope
I hear radio commercials every day about guaranteed sales
programs to get your home sold, which are nothing more than bait
and switch gimmicks to get in your living room so a salesman can
deliver his practiced script that will most certainly close you even
without his precious guarantee.
In my first year of real estate, I hired a real estate coach. He was
one of the top-producing agents in North America. When he
offered to coach me for a fee, I said yes. How could I pass up such
an opportunity, right?
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