Many real estate agents want to serve people and grow their client base, but some have a fear of sounding too “salesy”.  A Sibcy Cline SparkShop training session was born from that realization. The truth is, there are many ways to excel in the sales world without being cheesy, superficial or overly aggressive. David Wheatley, Sibcy Cline Training Specialist, suggests, “Use three components when talking to possible sale leads or clients: approach, value and referrals.”

• Approach
  Conveying sincerity, authenticity and care is an art. Clients and potential clients should feel these qualities when approached.
• Value
  Many people do not realize what Realtors® do. It is not “salesly” if they are offered something that benefits them.
• Referrals
  The best type of prospecting is the when an agent’s “fans” personally do it for him or her. People enjoy giving referrals, but to get them to do this, agents must first build and maintain professional relationships so they are top of mind when the topic of real estate arises.

Bill Scott, a Sibcy Cline West Chester agent, was captured on video with his four “Ps” for sales: passion, people, pride and purpose. By positively focusing on a client’s needs, trust will be built and one’s enthusiasm for the profession will be admired and acknowledged.

During the SparkShop, David Wheatley transformed himself into “FSBO John” and led an interesting discussion on how to defend a Realtors®’s job to people who do not believe in using real estate services. It was a fun and eye-opening activity as Sibcy Cline agents shared how they bring infinite value to their buyers and sellers. It’s just a matter of effectively explaining their role and value. Buyers and sellers alike waste much time, money and energy when they go it alone. This discussion equipped SparkShop attendees with the tools needed to kindly educate would-be FSBOs on the incredible value that agents bring to the home buying and selling process.

SparkShops are created by Sibcy Cline’s Professional Development Center throughout the year as a forum for Sibcy Cline agents to gather and share best-practice ideas. To date, over 50 regional SparkShop sessions have been facilitated.

Credit: Article by David Wheatley, Sibcy Cline Training Specialist