Learn the Differences in Dealing With People Based in Sales vs. Service Careers in Real Estate

How good are you at identifying character strengths? 

Meaning, identifying people who are great at what they do, have good intentions and are good people…

It isn’t easy to find, but what are your ways in identifying great characteristics? 

Today we will talk about common character styles in the sales versus service industry atmospheres and connect it with real estate.

Let’s get started.

Strengths & Weaknesses

• There are many strengths that we all possess as individuals. We are great at many things and hopefully we have identified those things. It is also great if those strengths have been accentuated with healthy growth. Many have been able to develop those skills to transfer a great experience over to others they interact with.
• We also have weaknesses that we all possess. Whether we have acknowledged these weaknesses varies. Some have began working on their weaknesses and have achieved improvement and others may be guarding their weaknesses. Unfortunately, most work atmospheres don’t allow many people to trust. So, to make sure individuals aren’t making themselves vulnerable, they hide their weaknesses. Fear that it will cause them to lose against their opponent (which should really be their teammate).

In atmospheres of no trust, weaknesses go undeveloped. In atmospheres of trust, growth occurs, if the person allows it. 

So, how does this introduction, align with the character strengths of people in the real estate industry? 

Today, we will discuss taking heed to the common character strengths of many industry professionals in the real estate industry and compare it to the contrasting character trait.

Sales Vs. Service

If you look at most professionals who contribute a supportive role within the real estate industry, you will see some are sales driven careers and others are service driven careers.

• Attorneys, Realtors, Contractors, other Investors, Inspectors, Title Companies, Appraisers, Brokers, Property Managers, Accountants and many others, are typical partners to any investor. 
• Some of these individuals must drive their business on their ability to sell themselves. 
• While others must drive their business by selling their service.

You will see that those who must sell themselves are quite different in character than those that are selling a service. 

• Question: Who is selling themselves first? 
• Answer: Attorneys, Realtors, and Contractors are selling themselves first. Then the service they offer, follows if they land the sell.
• Question: Who is selling a service first? 
• Answer: Inspectors, Title Companies, Appraisers, Brokers, Property Managers, Accountants, are selling a service first and they’re personality follows if they land the sell.

This perspective is being displayed because amongst these two, you will see a difference in how;

1. An individuals’ strengths and opportunities have achieved growth or not… 
2. If they are leading with themselves or the service they sell and…
3. How good they are with people (externally or internally).

Here are some common characteristics of whether someone is selling themself first or the service. You will want to identify those who are genuine and consistent in their skill.

Positive Characteristics

• Professional
• Knowledgeable
• Clear & Direct
• Good Listener
• Great Follow Through
• Great Partner
• Great People Skills
• Great communicator

Negative Characteristics

• Degrades any fellow, but opposing peer regardless. Only to help themselves look better.
• Will falsify anything to support their preferences and closing the sale.
• Is very invulnerable and will never show “weakness” (or lack of knowledge of anything).
• Terrible people skills, and self-centered due to lack of self-development.
• Low accountability and low results.
• Lack of self-awareness, affecting their relationships inside and outside their business.
• Inability to understand uniqueness of individual customers.
• Words don’t match actions or body language.
• Low level communication skills.

These are all characteristics you will encounter in the real estate industry. The scary part is that many of these people know exactly what to do, to appear as top performers. 

Conclusion

It is important that you are a good listeners, pay attention to body language and detail, try to get referrals and you acknowledge red flags. 

• See our article titled Real Estate Predators & Prey: Red Flags for further insight…

Thank you for joining us today faithful readers – future leaders. 

We hope this article has been helpful.

Love ya and continue to strive for growth.

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Please comment your feedback and experience related to character strengths or sales versus service professionals.