The sharper the skills ax, the more you need to swing it, no matter what. A question: What is best advice you would give to a new agent coming into real estate today? In a recent poll with 45 respondents, 34 agents said they would advise: provide great customer service. Others said that following up with a prospective client, or learning to qualify a buyer, is the advice they would offer. They all basically recommended a skill, which is OK, but in my experience my best advice was not a skill -- it was a lesson. When I entered real estate 35 years ago, I ask this very question of my sales manager, Chet VanScoy, and I expected him to say something like, "Be a good closer," "Learn to overcome objections," and the like. But that is not what he said. He gave me s...
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