Have you noticed how two-faced this business is?

Over the years I've found that one of the most difficult challenges for new agents is learning how to differentiate between working with other agents and affiliates, and working with clients and customers.

The real estate business requires sales skills that many new agents don't bring into the business. It's something that has to be acquired. You're taught the do's and dont's of real estate law, and the rest you have to pick up on your own.

Now, please don't jump to conclusions and equate salesmanship to being manipulating. Rather, think in terms of selling as an amicable way to get an agreement between the parties involved.

You have to have 2 different and distinct faces in every transaction.

One face is dealing with agents, appraiser's, lenders, home inspectors and the like in which we talk real estate speak and expect the listener to understand. You know, SOC, BPO, VOE's etc. In turn, they expect the same from us.

The other face deals with the client and customer. They're more likely to be confused when you use real estate speak when dealing with them then they would be if you just break it down to basics.

Remember, keep it simple with your clients and customers. Don't try and impress them with all of the acronyms you've learned in the business.