The real estate profession is about providing a service. Unfortunately, too many people approach it with the attitude of a salesperson. Having an attitude of a salesperson will hold you back in any profession. People resist being sold to.

Many readers will recall the dinner hour before the advent of the “do not call” list. These were salespeople calling when they were most likely to find people at home. The practice by salespeople of calling during the dinner hour was so annoying that a federal law was passed allowing people to enter their phone number on a do not call list. Salespeople face harsh financial penalties for violating the list.

I’m not saying that real estate professionals are anywhere near that annoying. The point is that people don’t like having sales pushed on them. When it happens, they resist. They will hang up the phone. What they seldom do is make a purchase.

Let’s contrast that with what happens when services are offered. Whether you are a landlord, or rehabbing properties, or wholesale flipping, you are offering a service. When you offer your services, you look for a good match with what the buyer needs. Instead of trying to close the deal beginning with your opening conversation, you should be looking for ways to exceed your clients’ expectations.

Taking this approach makes a huge difference in both your business success and your self-esteem. You stop thinking that you have been rejected as a salesperson and start thinking your services just weren’t a good match at the moment.

It will improve our business because those that don’t buy from you will walk away with a positive experience when you try to help them. The opposite of trying to avoid a salesperson. When they come across someone that is a better match for your services, they are much more likely to recommend you even when they didn’t complete a deal with you.

If your service is wholesaling properties to rehabbers, it makes no sense to hunt out great deals that your buyers are not currently interested in. What you end up doing when no one is interested in buying is trying to force a sale on them. You try to overcome any objections they have. In the end, you usually discount the property to the point they will buy but it leaves very little profit in it for yourself. Instead, call up your buyers once in awhile and ask what they are looking for. Then go find the best deal you can for that specific type of property. When you have good deals, they should sell themselves. Buyers know a good deal when they see it and rarely ask for a discount. That’s how you provide a service rather than make a sale.

If your profession is renting or selling properties at the retail level, one of your required services is educating people about the real estate business. Most consumers know very little about real estate. Buyers may only make one or two real estate purchases in their life. You need to evaluate their knowledge and their real estate needs. Then you tactfully provide them with information that allows them to make an educated decision.

This is the same type of service you should expect from a mentor. Looking out for your best interests. That’s exactly what you receive from my coaching program. It’s not the canned set of one-size fits all lessons that most real estate mentors offer. Each and every client is evaluated for their goals and needs to accomplish targeted and serious growth of your real estate business. Only after a thorough evaluation is a personal curriculum created.