A real-estate agent and author of Like, Value, Trust breaks down his three-pillar framework for sales success: being likable so people engage, delivering value tailored to what each client actually wants, and earning trust through consistency and owning mistakes. Not everyone will like you, but maximizing these three areas closes deals.
I wrote this book here, it's called Like, Value, Trust. And so my whole life honestly has just been about building likability with people, providing some type of value whether you're young or not, and then having them trust you. And in real estate, just in sales, or just life in general, you have to have people that like you. Some people might like you, some people won't. And I think that's the one thing people have to kind of get over. Some people want to work with someone who's a Spanish speaker, somebody wants to work with someone who grew up where they grew up. You just have to kind of maximize your effort, but you can't force people to work with you or like you. Value is different for every person. Some people are numbers. Some people just want the emotional part of it or just a fun home. And then trust, if you show consistently, if you mess up, own your mistake, apologize and just keep doing it over time, and then you can earn income. And that's been my whole brand, my whole method since I'm a younger agent, but I've closed some deals. So that's just what I want to teach people.
