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Summer reading to help you raise the bar in your own biz: (1) "The Four Hour Work Week "by Tim Ferris and (2) "The One Thing" by Gary Keller. Both of these books can be life-changing. Any other suggestions ?
I do not think the ABC mentality is in conflict with fiduciary. If the mindset is helping people and representing people, sometimes the best recommendation is to "wait a year" instead of jamming a property down someones throat. At the end of the day, the ABC mindset is building the pipeline - which can be a very long pipeline in terms of time frames and of course, that also sets the stage for referral business. I think it is all about trying to figure out what is best for the client or the prospect and moving forward from there. The flip side would be just being an order taker and showing someone 100 homes and not having that heart-to-heart conversation in the interim.
Jay Thompson, I'm praying those small independent brokerages who are excelling in the customer service department band together so we know they're out there...no wait, not that we know they're out there, but the consumer knows they're out there. This is about raising the bar now isn't it? ;-)
Again - it is semantics. I think the general consensus on "selling" is negative due to negative past experiences with salespeople that were not in it for the customer or client (like going to a car lot - or sears to but an appliance) However - a "master" salesperson is an advisor and consultant. It is refining those sales skills from entry level to to master where the difference lies. I have been in some form of sales - or sales management - for 22 years. My corporate sales training when I was working w fortune 100 clients was what taught us how to truly listen and consult with / and advise our clients. I view ABC as a form of moving them from one level to the next level of a process - one which could take weeks - or years - to do
Christopher: There's really no controversy surrounding the division of splits between buyer broker and selling broker (at least not in my market). There is PLENTY of controversy surrounding the internal splits between agents and broker within a single brokerage. That's what I'm really wanting to discuss. ;)