Why Real Estate is NOT a Sales Job!
Filed Under Business Models, business, buying or selling a home, buying or selling a home in Portland Oregon · Tagged: Business Models, buying or selling a home, buying or selling a home in Portland Oregon, sales positions
I am often engaged in conversations about real estate. Mostly I find myself discussing market conditions, the pricing of homes and neighborhood trends as these aspects of my job affect the state and health of the economy as a whole. Portland Oregon real estate buyers and sellers are like every other market in the world in that they love speculating, discussing and comparing. I always love to talk about real estate because I’m fascinated by the business (and all business-related matters). When asked “how do I like sales?”, I have to answer that my job is not “sales”. I would love to sell houses (and would be honored to have actual “sales skills”), but I guess I have a fundamental belief that you can’t “sell” a house to someone. Real Estate is much too large a purchase, too fraught with emotion and even for the investor, too tied to “the bottom line” to simply “sell”. Webster defines “sell” as “to exchange goods and/or services for money”. A Real Estate Broker helps people exchange money for goods by providing service. This service includes meeting that buyer’s sense of urgency, providing consultation, brainstorming, evaluating, offering information and occasionally being the inspiration or “muse” for such an investment. This job is sometimes “situation management” and often during escrow it is temporarily “crisis management” or for the individuals involved, it is “stress management”. The fact that I continually see and evaluate homes in an incredible variety of market conditions (the good, the bad and the ugly) and have done so for 25 years should be of consequence to someone who occasionally buys and/or sells. But, I can’t convince them to buy a house if the right components aren’t there (nor would I want to). I have influence, information, opinion, financial common-sense, a darn reliable “nose for real estate” but my job is a consulting, not sales!
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