"Why Am I in Real Estate?" How Asking Yourself This Question Could Lead to More Sales

There are so many careers you could choose.

Hundreds. Thousands. Millions of things you could do in this world. Things that provide a predictable stream of income. Things that aren't client facing. Jobs where you don't have to deal with OBJECTIONS or overcome the STRESS of your significant other asking "did that deal close yet?" Jobs where, no matter how little you work, you get paid!

So I ask again [the first time being in the title of this article], Why Are you in Real Estate?

I am a big fan of Simon Sinek and his teachings. Simon's main tenet is simple: "why?"

This is a question we should all ask ourselves. Every day. And not just about our careers. But about our clients! I'm just like you - I'm in sales. I call 100+ agents every day, trying to tell them how important it is that we do business together, and how my product is superior and unlike anything on the market...but sometimes I need to stop and ask myself: "WHY would this person WANT to do business with ME?"

That's the question that I would like to discuss with you today.

In my market (Toronto, Ontario), there is 1 Realtor for every 15 people. One in fifteen. 1:15.

In my time speaking with agents from coast to coast, I have come to understand that many markets are like mine. So we should ask again: "WHY would this person WANT to do business with ME?"

There are many reasons, I'm sure. If you're taking the time to read this article and (hopefully) gain some insight into your business, you're probably a few steps ahead already. I'm positive that if you're reading this, that you are always looking to add to your arsenal of tips and tricks to get you through the next deal and serve the next client. I'm willing to bet that your personality is great and you more than likely service the clients that you DO have to beyond the best of your abilities. So your personality, your market knowledge, and your experience aside, let's ask one last time: "WHY would this person WANT to do business with ME?"

The answer is quite simple: because they want to.

Because they want to.

That seems ridiculously simple. And it is. People work with people that they want to work with.

Now that begs another question: what makes a person want to work with someone? This is where we can start to look inward and ask ourselves the main question: why are you in Real Estate?

This is something that I've helped agents consider for many years.

To add value?

To help people with the biggest investment in their lives?

When you get to the answer, ask yourself again: why?

Ask this again and again until you get to the core of your why. You'll know you got there by the reaction it evokes in you. You'll feel a personal spark inside - some small flame that ignites within you, as if to say "YES, that's it!"

How does this convert into more sales for you?

Now imagine that from your buyer's/seller's perspective. Imagine them working with a Real Estate agent who really knows why they do what they do; a Realtor who knows what gets them up in the morning and what inspires them to work for you. You've probably experienced this first hand yourself. Think back to the last time you worked with a personal trainer or a service provider of any kind. You could tell within moments if they were passionate about what they do. Now, this discussion goes much further than "passion" in the simplest terms. But you get what I mean.

How does that translate to more sales?

Well, what if you asked your buyers the same question? What if you knew their WHY? What if you knew the exact motivation behind their move? The reason they want to move NOW vs 6 MONTHS from now? Why they want to live in a particular neighborhood? What if you asked the questions that allow you to understand things from their perspective?

The point is this: in order to understand things from someone else's perspective, you must first understand yours.

What kind of transformation could you see in your business if you knew your buyer's WHY? How much easier could this challenging job you've chosen in a sea of predictable salaries be if you could understand your seller's WHY?

It's one question, but in my years of experience in this industry, I've found it to be the most important, inspiring, and all-around motivation question of them all.

Why?

Summary

1. Ask yourself the challenging questions. Why do you do what you do?
2. Understand your buyer's Why. Why do they want to work with a Realtor? Why do they want to work with YOU? Why do they want to move? Why do they want to move NOW? Why do they want to move where they want to move?