Paul Owen

A question of property: Paul Owen

Secret Skills Hidden Career is based on a course that Paul has been running for several years which examines and shatters the myths of what a good sales person should be. Paul also backs up his own thought with contributions from over ten of the UK’s most high-flying business leaders including Chris Townsend, Commercial Director of the 2012 London Olympics, and Chris Brindley, the MD of Metrobank. Are estate agent unique in the way they sell? In property you’re selling a service not really a product, but like any sales job in any industry you are still doing that basic thing; working out what the customer’s needs or desires are whether they recognise them or not, and then matching your service to them. I think what estate agents tend to do is to get lost in selling the house or apartment rather than concentrating what makes their agency better to their competitor next door. If you sat a load of estate agents down in a room and asked them what they sell, they’d say property – but I would say that you don’t sell property, you sell a service. It is to the cost of the agent that they are…

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