Selling Without Being "Salesy" Taking Real Estate from Hustle to Harmony: CHAPTER 6

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We're always selling, whether to clients, family, or friends, and embracing this reality is essential for real estate success. Finding an authentic sales approach that aligns with your personality and values creates sustainable business growth without feeling pushy or inauthentic.

• Selling isn't about being pushy—it's about clearly communicating how you can help
• Some agents thrive through sphere of influence, others through open houses, events, or creative marketing
• Consistency is key—have intentional conversations daily
• Practice your presentations regularly like professional athletes (75% practice, 25% performance)
• Most agents don't commit to daily practice, making it easy to rise to the top 5-10%

This week's action step: Practice your presentations daily—buyer consults, listing appointments, scripts. Commit 10-30 minutes every day to focused practice and watch your conversion rates improve.

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Episode Transcript

Speaker 1 (00:01):
fall in love with sales.
That is chapter seven and I'llget right into it.
See, you are always selling Allday long.
You are selling to yoursignificant other, partners,
kids, coworkers, volunteers,parents, siblings, family
members and potential clients.

(00:22):
Family members and potentialclients when to eat, why to do
something, what will happen ifthey do the thing, what won't
happen and why is it in theirbest interest?
You are selling all day, everyday, and if you aren't
practicing sales, you aremissing the mark in a huge way.

(00:43):
Sales you are missing the markin a huge way.
If you can't sell someone onwhy to work with you, you can't
help them.
Sell to them so that you canhelp them.
I hear agents say I don't wantto be salesy or I don't want to
be pushy, I don't want to turnpeople off.
Then figure out a way tocommunicate what you do and how

(01:06):
you can help.
That's in alignment with yourpurpose.
Say I would never tell an agentto be pushy.
First off, people can feel thatfrom a mile away and, yes, they
will run.
A prospect can smell commissionbreath from across the room.
Now, if you can show up thatway and give off that vibe, it

(01:29):
will reflect in your business.
You see, you can't make someonework with you.
You can focus on what feels inalignment with you and your
communication style.
You know, I had a businesspartner who built a huge
business networking andfollowing and focusing on her

(01:50):
SOI, her sphere of influence,and that's the people that know
you, like you and trust you.
And in the beginning I wouldn'ttouch my SOI, I wouldn't touch
them with a 10 foot pole.
So I focused on cold callingand back then open houses and
sign calls from our listings.

(02:11):
And my point is is that we bothhad huge businesses and they're
acquired in very different ways.
There are agents on teams thatfocus on running open houses at
a high level.
Others host two to three eventsthroughout the year and only

(02:31):
market around those eventsbefore, during and after, and
that's a ton of outreach.
Another team I know promotesonly on social media and there's
actually a woman on the EastCoast whose entire lead
generation strategy is aroundturkeys.
You see, for every referral shegets, in a year's time she will
give that person a free turkeyfor the holidays and she's known

(02:54):
as the turkey lady.
The news even covers it.
I mean, talk about getting theword out.
Now my point is to decide whatyou will dedicate your time and
energy to doing.
And if cold calling or thethought of door knocking makes
you want to throw up, don't doit, because if you do it, you

(03:18):
won't be in the right energy.
And I have sat next to agentswho didn't want to cold call and
it is painful to listen to andit didn't produce any results.
You know what you will committo doing.
Think about it.
What will you show up and do,even on the days you don't want

(03:39):
to?
And you need to continue topush yourself outside of your
comfort zone.
Consistency is key andconversations equal currency.
So go have great conversations,intentional conversations,
every day.
See, this is a relationalbusiness.

(04:01):
Be you and build relationships.
Ask for referrals, ask peoplewho they know that are looking
to buy, sell or invest in realestate and fall in love with
sales.
And the action step for thisweek is to practice your
presentations.
It could be a buyer consult, alisting appointment, maybe

(04:27):
you're looking at some scripts,maybe a cold call for sale by
owner expired, whatever it is.
And if you don't know where tostart, youtube it or Google it
or reach out to me.
I have tons of things that Ican send you that will help you
practice.
But any professional I mean,think of the athletes out there.

(04:50):
The people are at the top oftheir game.
They practice all the time.
That's all they do.
They actually practice.
If you take 100%, 80 to 90% ofthe time they spend in their
craft or sport is practice and10% is on the actual game or

(05:13):
event.
Think of your business that way.
What if you showed up and youpracticed 75% of the time so
that when you were on thatappointment or making those
calls for the 25% of the time,you were at the top of the top
of your game?
Think of how your conversionrate would look.

(05:35):
And that's what the people atthe top are doing.
They have systems in place,they have AI they're taking
advantage of, they run theirdata bank versus a database and
they really pour into it.
So I want you to really, reallythink about how much time you're
actually putting in to fallingin love with sales and doing the

(05:58):
work that no one sees, becauseit's the agents that show up and
do the work when no one'slooking, that, when they're out
there in front of the clients,in front of the customers,
trying to get them to becomeclients and prospects.
You've got this, you've got itfigured out because you've done
the work, you've put thepractice in, and I'm all about

(06:21):
getting especially new agentsinto production right away,
because I also don't want you towait and if you don't have a
business partner or someone thatyou can rely on especially if
you're new in this business,reach out to me, because I have
business partners across thecountry and actually in 23
different countries.
So if you need a good runningpartner, let me know and I can

(06:44):
find one for you, because it'sso important to have that.
I guess it just creates a lotof confidence to be able to say
you're part of a team or thatyou have a business partner that
can help you.
And yeah, I can definitely helpyou find one if that's what you
need, because getting intoproduction and getting that

(07:06):
learning experience under yourbelt is the best way, I believe,
to learn and also, in themeantime, be practicing practice
every day.
If you have to get up early, getup early.
If you have to stay late, staylate.
If you have to skip lunch oreat, and do it at the same time.
You can find 10 to 15 to 30minutes every day to put all

(07:30):
distractions aside and justpractice.
If you did that every singleday, I can promise you you would
be in the top 5 to 10% ofagents, because most won't do it
.
It's very easy to get to thetop because many people aren't
doing the work and don't want todo the work.

(07:51):
So be one of the ones that doshow up for yourself and your
business and I can promise youyou can be in a completely
different spot a year from now.
And, of course, if I can behelping in any way, you let me
know, because I'm here and happyto do so.
And next week we are going to goover your goals.
Are your goals worthy of you?

(08:13):
It's about setting the rightgoals for you and if you are not
to go, if you're listening tothis live or within a week of me
recording it, we're abouthalfway through the year.
So reflect on where you're atwith your goals and let's talk
about it next week.
Let's get you from where youare to where you want to be and
definitely check in and makesure you're setting the right

(08:35):
goals for you, and I can helpwith that as well.
So go sell something.
Go practice sales, go fall inlove with sales, know you're
selling every day and I wouldlove to hear some of your
successes, so drop those in thecomments.
Subscribe, like, share.

(08:55):
Whatever platform you'relistening to this on, just make
sure to get the word out,because I want to help as many
agents as I can Make it a goodone.