What Real Estate Agents Can Learn From Don Draper

No, I’m not talking about the excessive drinking, sexual harassment and offensive comments. These had no place in business or society then, and unquestionably have no place today. It is hard to believe that what is being portrayed in show was somewhat a reality. Thankfully we continue to take steps (though we need to do more) in the right direction in establishing a fair and fully inclusive workplace.

But lets get back on topic. The one thing that is undeniable when observing the seemingly prototypical business man known as Don Draper, is that he is good at making the sale. Through all of his personal faults and questionable actions (to say the least), it is hard not to become mesmerized when he begins his infamous sales pitch to the client. I know he is easy on the eyes, but take looks out of it and focus on the skills. I understand that business has changed dramatically since the era in which this show is set, but as a real estate agent applying these certain skills in which Mr. Draper practices can help in growing your business.

Confidence is Key

If there is one thing that a client wants to see, it is that you are confidence in what you are doing. This shows any client that you believe in your knowledge and ability, so they should as well. Portraying confidence in your demeanor and your dialogue will not only draw a client in, but they will be more likely to trust your judgement. Clients want to work with and follow confident agents.

Ask the Right Questions

As an agent, helping a client buy or sell their home is a challenging task. The difficulty can increase when you have an indecisive or stubborn client. In closely observing how Draper dealt with this type of individual, you can conclude that the questions he asked would guide the client to realizing what they need instead of what they want. This of course can be very important when dealing with a buyer or seller.

Take Control

It is important to understand what taking control with a client actually means. It DOES NOT mean being pushy and overbearing. That can make any potential deal go south quickly. It means the you are the one guiding the conversation down a productive path. This requires many things on your end. Quite possibly the biggest strength of good ole Don is that he can read his clients during a meeting. He uses that knowledge to determine how he acts and responds with that client. By identifying their personality type, their motive, and their emotion you can take control of the conversation. That might include letting them do all of the talking.

Keep Emotions in Check

There are a lot of emotions involved when working in real estate. With any type of client or situation emotions are bound to get involved. As an agent there is a time and place to get emotional, but that time is never in front of the client. Dealing with certain types of clients and situations can strike up many emotions, but staying focused and keeping an even keel while doing business can help the situation and your client.

Leave a Lasting Impression

I don’t know how, but some clients did say no to Don. But even though they said no the first time, if they even needed someone else he was the first call they made. You can do everything right with a prospect and they will still want to go with someone else. This might not be the end of the road. A bad experience with an agent is definitely unforgettable. Leaving a lasting impression will have you on their mind when for future business.

I am certainly not suggesting that you imitate everything Don Draper does. But, his ability to successfully do business and communicate with clients is something we all can learn from. As the final season ensues continue to enjoy the show, but watch closely when Don is performing a sales pitch ever so elegantly.