Real Estate and Reston, VA: Am I a Sales Rep?

As a Real Estate Broker, there is no doubt that my activity is counted in number of Sales and the way of keeping score is my Volume.  These rubrics are the same as for any other Sales Person. But would you consider me a Sales Representative?

I have been communicating with a potential client who tells me that one of the issues with their prior listing is that there was no one to 'close the deal.'  I have spent plenty of time in corporate marketing and understand that sort of 'sales rep' speak. It really got me thinking about the role of sales in the work that I do.

I would contend that a good Realtor is far more like an advisor than like a Sales Rep.There is not a house in the world that I can 'sell' if the buyer doesn't want to 'buy.' I can make the house more attractive to the buyer by convincing the seller to offer price incentives or implement improvements.  My role is to advise the seller about things that add or subtract value and how that can influence a buyer to submit an offer. I can point out the 'pros and cons' and do a 'feature analysis.' Both of these are sales activities, but it is not my place, or desire, to convince a buyer to buy a home that they don't want.

When you list your house for sale, it ceases being a 'home' and becomes a commodity. Just like any other commodity, the potential buyers begin tallying up the pros and cons to determine which properties provide them with the best value. Unlike many other commodities, the buyer has to also look beyond the checklist and envision themselves (and their stuff) in that house. As a Listing Realtor, I have tools in my repertoire to help a seller make their home attractive to the greatest number of buyers. This is a combination of my knowledge of the local market, my knowledge of local and national economic conditions and trends, my Staging Certification, my Eco Broker certification and my experience marketing properties. I also  have a great repertoire of contractors that are ready, willing, and able to jump in and get the work done!

As an Accredited Buyers Representative, I also bring an extensive experience to the table. This experience, and my ABR certification, allows me to provide my clients with the resources they need to buy a house. If, on occasion, this includes me pointing out the best features of the house (in an, admittedly, 'salesey' way), it also allows me to point out the drawbacks--which my clients will tell you that I do.  When I 'sell' a house to a client, I want them to trust me to list it for them in the future. I want them to be aware of all of the pluses and those minuses which might make it harder to sell at a later date.

So while I can certainly  'close the deal,' you won't ever find me strategizing about ways to get my clients to sign on the dotted line to boost my sales numbers. I use trusted sales techniques to provide my clients with the best representation that I can provide. If that makes me a 'Sales Rep,' then so be it. I tend to think, however, that is just a minor part of what I do and that when all my activities are combined, I am really more of a consultant or advisor.