Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
Kimberley Thompson

Kimberley Thompson Online copywriter

Exclusive Blog Posts

How is Your 'Why Buy Here' Messaging?

How is Your 'Why Buy Here' Messaging?

What type of 'Why Buy Here' messaging are you using to drive in customers? Watch the video to learn more.   …

Give Customers a Refreshing, Old Ad Message

Give Customers a Refreshing, Old Ad Message

If you’re the average dealer who’s trying to grow business, the fixed operations departments are one of the best bets you can make. Once you br…

WEBINAR RECORDING - Digital Retailing Separating the Facts from Fiction

WEBINAR RECORDING - Digital Retailing Separating the Facts from Fiction

  It is the best of times; it is the worst of times – to be a car dealer. Rapid change is happening in our industry driven by technology,…

Why Environment Matters

Why Environment Matters

Do you have your awards sitting on the shelf behind you in your office? Are they individual awards or dealership awards? If they are dealership awards, …

Announcing the DSES Breakout Speakers for 2019

Announcing the DSES Breakout Speakers for 2019

    The 10th anniversary of DrivingSales Executive Summit is October 6-8 in Las Vegas.  We are excited to announce this year&#3…

What selling cars has in common with selling real estate

There are several things I learned during my time as a car salesman, one if which is a devoted work ethic. If you are in sales, you know that you have to dedicate yourself to the customer. This actually means long days and long nights, regardless of the weather outside. I also learned how to swallow my pride. Once I earned my four-year degree, there was quite a bit of a stigma selling used cars. So I used the opportunity to improve my self-confidence.

I was in car sales for twenty-four months and it went really well. Then one day I was speaking with my father and my accountant, and I decided to purchase a house. The next time my father came up to visit me, we went together to a few open houses, where I met a Realtor. Long story short, eventually she stood me up. As you are imagining, I was not very pleased. In fact, I took it as a sign to not purchase property at all. But then the next customer I had at my car dealership was a real estate agent, and I realized it was time to purchase my first house.

Four months later, I was purchasing a home and enrolled in a real estate course. I was aware that if I had issues purchasing a house, there were many other people in a similar situation too. This is when I made the decision to jump into real estate.

It’s been eight years since I have entered the real estate market, but there are some things from my time working as a car salesman that I won’t forget:

 

Your connections accompany you

I’ve sold both houses and cars to so many people, and there are so many people I still have wonderful connections with.

 

Your database is truly important

There are many people you met through your life that will follow you into the next adventure of your career.

 

Work ethic is really important

When you are selling a car, you need to understand what the person needs. This lesson goes for real estate too. You cannot sell them what you think is best for them, but what is truly best for them in the long term. At times those conversations are easy, but sometimes they are really difficult.

 

These are some lessons I learned from the experience:

1. Listen to the customer

2. Sell yourself, not the car, to the customer

3. If you are not able to exactly meet the wishes of the customer (sometimes it’s simply not possible), look for an alternative method to at least meet as many of their wishes as possible.

 

 

I want to talk a bit more about real estate vs. car sales. There are a few parallels between some types of sales professionals, for instance a real estate salesperson and a car salesman. I have heard sometimes that the easiest person to make a sale to in the world is another salesman, but I disagree. The truth is nobody wants to be sold. It irritates us. The only people who don’t find it irritating are the ones who don’t realize they are being sold.

Aside from a few key connections, the main parallel between a car salesman and a real estate or letting agent is that both involve individuals in the sales process. However, there are people who do not like dealing with a real estate salesperson because they consider the agent has one goal in mind — selling and closing on a house. And they do not trust agents for this reason. There is frequently a conflict when it comes to money.

Yet, there are obviously ethical agents and salespeople in the business, both in the real estate and car dealer markets. There actually are gents who focus uniquely on their clients and do what is best and right (and legal) for their customers.

Marie Nies

That was a good and insightful read. 

 Unlock all of the community & features  Join Now