How Time Flies When You’re Having Fun!

Last Saturday August 11 2012 marked the 26th anniversary of my entry into the real estate industry.

I commenced my real estate career with Roy Weston Real Estate in Duncraig WA under the excellent tutelage of John Arthur.

Prior to that the first 16 years of my working life were spent in the mining towns of Kambalda and Newman in Western Australia as an electrician.

At the time most people who knew me said I wouldn’t make it in real estate because I didn’t have the ‘gift of the gab’.

They were right!

I didn’t and still don’t have the ‘gift of the gab’ but I had and still do have two ears, and I know how to use them.

And therein lies one of the keys not only to a long and successful career in real estate sales, but also to a happy and fulfilling life in general.

When I had to hire people to come and work as salespeople in our real estate business, the first question I would ask at the interview was “Why do you want to work in real estate?”.

More often than not the answer given was, “Because I’ve always loved houses” or some similar response.

Wrong answer!

The correct answer is….

“Because I’ve always loved people”.

Selling real estate has little to do with bricks and mortar and EVERYTHING to do with PEOPLE.

It is a statistical fact that 80-90% of people who start in the industry as salespeople will drop out in the first 12 months.

Many reasons are given for this huge attrition rate, but in my humble opinion is is largely because the people entering the business are simply not suited to it.

You can have the best training and back up in the world but if a person thinks the “gift of the gab” is more important than listening to the client and then having a sincere desire to serve that person, then they are probably not right for this business.

As for my self, I am a work in progress.

Despite the various economic cycles and the peaks and troughs which go with it, I still love this wonderful business, and long may it continue.

I would be really interested in your thoughts or queries. Please feel free to comment here.

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