Sell Like JFK & MLK

Occasionally, I like to share great ideas from other trainers. Please enjoy this guest blog post by my associate Greg Hague, who trains real estate agents.

Sell Like JFK & MLK With A Position Against Tradition

When Martin Luther King passionately proclaimed, “I have a dream,” and John F. Kennedy declared, “Ask not what your country can do for you, ask what you can do for your country,” they were indeed the ultimate salesmen. They knew that next-level selling is about engaging us emotionally. These great salesmen didn’t first explain features and benefits. They inspired us with their dreams of bucking the boundaries of the way it’s always been.

The elite in the world of selling often accelerate their success by persuading us to embrace their vision and mission. Once I learned this lesson, the money flowed fast and my days became more exciting and fun.

In the 1990s, I introduced a controversial concept into the traditional world of real estate. The firm I founded offered sellers a way to team up with my agents, hold their own homes open, and get a break on commission if they found a buyer.

OMG! I had tampered with two sacrosanct traditions, the typical 6% commission and the notion that only Realtors should hold listed homes open. [Read more…]