Episode 111: How to be Nice And Still Crush it in Sales with Barry Jenkins

Growing up, children are told that for people to like them or to get what they want, they have to be nice. That’s why when someone goes into the sales profession or becomes a real estate agent, they think that in order to close the deals, they would need to be the nicest, most-liked person the client has ever dealt with.

Yet oftentimes, nice people tend to be more focused on gaining the approval of the person they’re talking to, over helping or providing value.  So that if their prospect says they’re busy, nice people offer to email instead just so they wouldn’t bother them.  This is just one of the reasons why most “nice” agents get out-sold. 

However, it doesn’t mean that you have to be rude or obnoxious to become great at selling.  There are ways to sell real estate while still being your nice, authentic self. 

Brian Charlesworth joins Barry Jenkins, CMO of Better Homes and Gardens NAGR and Head Realtor in Residence at Ylopo, as he shares how his book, Too Nice For Sales, addresses this issue, how adapting to the “teamerage” model allowed his team to thrive in these changing times, and his take on what’s happening in the industry right now.

Top Takeaways:
(03:18) How Barry’s business evolved from a brokerage to a “teamerage”
(04:44) Why teams should not overvalue a lead
(07:59) The problem that a lot of team owners get caught up in
(11:19) How Barry ended up working for Ylopo
(12:42) The systems that Barry had to put in place so he could step out of the business
(14:57) Where the future of real estate is headed
(15:37) Why most people don’t work on automation often enough
(18:51) How Barry’s book “Too Nice for Sales” came about?
(24:05) How nice people tricked themselves into no longer being helpful
(27:22) The best advice for someone planning to write a book
(28:25) Barry’s take on what’s happening in the industry now
(32:41) How one’s ability to adapt is vital in these difficult times 
(33:51) What success is made of


Connect with Barry Jenkins

Email: barry@tooniceforsales.com

Website: https://www.tooniceforsales.com/

About the guest:

Barry Jenkins was 18 when he started his career in real estate which has spanned for almost twenty years. He currently runs a team in Virginia Beach, VA & he’s also The CMO of Better Homes and Gardens NAGR. His real estate team at this firm sold just under 900 units last year and is ranked #9 on the Real Trends to 1,000 teams in America.

Barry is also an author, speaker, coach, trainer, and a full-time Executive at Ylopo with the title of “Head Realtor in Residence” where he trains their customers, and assists with product development & platform evangelism for them.

Being an ordained minister himself, he is passionate about his faith and his company.