- Laughter has always been the best way to bond with people. When you make them laugh, they get comfortable with you.
- Each agent has his or her own style of selling houses. Although others sometimes appear too serious, being jovial works well with most people.
- You're never too young or too old to start a business. But it's always best to start out young.
In the real estate business, you can’t sell a house; a buyer has to choose to buy it. Darryl Davis believes that unless a buyer makes that choice, trying to sell a house is pointless. That’s business.
However, Davis emphasizes that as real estate agents, presenting and selling a house are not the only things that matter. These are parts of the business. A buyer already has an idea of what he or she wants. It’s not the customer’s job to get this idea across. It’s the job of the agent to tap into the customer’s head and extract that idea from him or her.
Then and only then can the agent start to sell. From that moment, the agent can use the information he or she has gleaned about the client’s desires to find the best home.
About Darryl Davis — he’s a character
At 19 years old, Davis started his career in the real estate industry, and in a short span of time, he quickly climbed the ladder of success to become one of the most-coveted and highest-rated speakers at the National Association of Realtors.
How did he do it? His perky and enthusiastic personality definitely played a role, but what most people don’t know is that Davis sees everything differently.
In challenges and obstacles, he sees humor. In hurdles and road bumps, he sees comedy. This is what made him stand out. I was humored at a concept he shared during our short interaction.
He said that what buyers want is what other buyers want. True. The more you make it appear that a lot of other people are after the same thing, the more the customers’ interest will be piqued.
Like Davis, I have always believed that when you sell and you exert too much effort, you’re doing it the wrong way. Selling always involves passion. One of the most common mistakes a rookie makes is bombarding customers with information and selling obviously. It pushes clients away, and Davis learned that early on.
So instead, he builds rapport, talks with his customers and doesn’t really exert any effort to sell. When customers ask questions, he answers. But he takes time to get to know them and get inside their heads. He appears to be helping them decide; he doesn’t appear to be selling. This is a skill that needs time to be honed and mastered, and he did it at such an early age.
What better way to build rapport than to make people laugh? Making people laugh comes naturally to Davis, which is probably why his customers feel comfortable with him.
In fact, because of this gift, Davis also has a career as a stand-up comedian and received an invite to perform on “Last Comic Standing.”
During the interview, he was asked how he was able to do everything without going broke, to which he replied, “Don’t spend money you don’t have — invest your money wisely.” This is the most basic concept for everyone to learn.
The best part of it all is he finds something to smile about and laugh about and shares this with his customers and his audience.
Sharing the secrets of success
To share the secrets of his success and help others stand up and walk on their own toward the road to being a real estate rockstar, Davis authored three books in hopes that he will be able to reach out to more agents.
As a speaker, Davis shares his enthusiasm, wit, humor and expertise with his audience to encourage them and help them find motivation to be better than the day before. Because in the ever-dynamic world of real estate, the only constant is that you will be interacting with customers who will want you to be engaged, build rapport, connect and give advice. They do not want you to sell.
If you’re amazed at how he did it, you can go to Pat Hiban Interviews Real Estate Rockstars to listen to the full interview.
Pat Hiban is the author of NYT best selling book “6 steps to 7 figures – A Real Estate Professional’s Guide to Building Wealth and Creating Your Destiny” and the host of Pat Hiban Interviews Real Estate Rockstars an Agent to Agent Real Estate Radio Podcast with Hiban Digital. Follow him on Instagram or Twitter.