In her post, she addressed Realtors® (and essentially all salespeople, I suppose) and discussed the importance of being a good listener. Salespeople, by nature, are very gregarious. Her point, however, is that if you actually listen to your client and hear his or her wants and needs, you will be able to address the needs more quickly and efficiently then if you spend your time acting like a blabbermouth.
Here’s the funny thing. While I completely understand and agree with Ross, I had an alternate interpretation of the words Shut Up and Sell.
As we look forward to 2011, we are entering our fourth year of a depressed real estate market and a depressed economy. Personally, I find those who continue to complain about the real estate market are exhausting. I see these folks all the time. They are friends and colleagues; they are even people who I have done business with before. You know them, too. They say things like “When is the market going to return to normal?” or “I closed so many deals in 2005. I wish I could close more now.”
Well, I have news for these folks. This is the new normal, and you need to embrace it. It is entirely possible to close just as many transactions in 2010 or 2011 as you did in 2005. You may need to approach the real estate market differently. You may need to change your marketing, your advertising, and some of your other strategies. But, the business is here; it is what you make of it.
I think that it was Gandhi who said, “Action expresses priorities.” Good, sound advice, I’d say. Through our actions, we can express our priorities. So, if you sit around the office all day and complain about the real estate market and how it needs to return to normal, what priorities are you expressing through this action (or inaction)? Instead, I’d advise an alternate method to jumpstart your career for 2011: “Shut up and sell.”