Love what you do: How your passion for your career can boost sales

“Love what you do. You have to love what you do,” advises Ellen Boyle.

“You have to enjoy helping others, that’s what real estate business is all about. It has to be the focus. It’s not about you. I was able to succeed in my business because the focus was on someone else and not me. The rewards come straight back to you,” she said. Boyle will be presenting three sessions at Triple Play on Wednesday, Dec. 7.

“You’re in the mindset or you’re not. Have that reality check. When you feel that gut feeling, it works. If you haven’t got it, it’s going to be a hard business, and if you are in it simply just to make money, and not because of how many lives you can affect positively, clients know that,” she added.

Boyle said agents should get up every single day and aim to change someone’s life positively, by helping them purchase the home they’re dreaming of.

“I got a lot of flak about trying to make peoples dreams come true,” she said. “But you have to care about them. It’s about them, not me. If someone wanted to buy a multi-million-dollar home on a lake or buy a mobile home, they’re all okay.”

Boyle said she once helped someone purchase a $17,000 mobile home. Despite colleagues scoffing at her, Boyle genuinely wanted to help the woman. And it all was paid forward when the buyer referenced Boyle to several other clients.

However, she cautioned agents about being “lazy” and buying leads. “Agents should know how to do generate leads on their own, but they are spending thousands of dollars a year to buy leads, to buy internet tools they don’t know to use. Today, technology is important, but it is also being abused by agents who think it will be their shortcut to success and it’s not.”

The biggest piece of advice Boyle offers agents is to “get back to basics.”

“Sales is the oldest profession in the world. There is no need to reinvent the wheel. Its already been done. Real estate agents are salesperson. It’s a people business. You do homework, show them home, build a repertoire, and then they like you and trust you. This is how it was done, and this is what successful agents are doing today,” she said.

She added: “You have an obligation to your clients to do everything you can do. It is not about the agent. Don’t let your ego get in the way.
When you do the right thing, that’s what separates you from other agents.”