The house business is a con game; con being short for confidence. I'm not talking about this in a bad way, but in a good way, because success in the house business directly or indirectly is based upon confidence. Let's dissect this to see how it applies to brokerage:
When you get a listing to sell a house, it's because you've convinced the owner that you are the best person for him to rely upon to get the best possible price/terms in the shortest amount of time. Before you can convince an owner of this, you've got to convince yourself that you can do it. One of the saddest things that can happen is to promise an owner a certain result without being able to produce it.
So, in order to be a good lister, you've also got to be a good salesman. (To get my point across, I'll also include the feminine gender when I mention the masculine gender.) That means that you have to understand the product, the objectives of the seller, the buyer, the lender, and of yourself; and you have to be confident that you can meet these within the time frame you've agreed to.
The same thing is required of an entrepreneur who buys and sells. As has been mentioned many times over, it's much more efficient to Option a house and to sell it, than to buy a house and sell it; but whether you list a house for sale, or Option a house for sale, you won't make any money unless you can sell it to someone else. To be able to do this, you've got to project an image of being a competent, confident professional who knows what's good for all parties, and how to achieve this.
How does one gain the confidence needed to become successful? Read the next Post.
