Marie Schutt is the managing editor of Chicago Agent

For those who are not in sales, it may seem at times like the ability to persuade someone to purchase is a mysterious power, and one that only those with the mythical “sales personality” possess. In reality, selling real estate requires the careful blending of relationship building and time-tested sales tactics that any motivated person can master and adapt for their own success.

In this issue’s cover story, we looked at the sales process from start to finish, digging into the details of the steps that agents take to get their clients to the close. We touch on the buying signs agents should watch for, the qualifying questions they should ask, and how to strike the perfect balance between “sophisticated” and “salesy” in their approach. It’s all about making the client comfortable, but also showing them that you mean business.

What do you think is essential to selling success in real estate? We want to hear from you. Email me at marie@agentpublishing.com.