The #1 Key to Sales Success - Real Estate Edition
Feb 15, 2026
Have you had to sell something you didn't believe in?
When you look at most struggling salespeople, it can be tempting to blame the market, quality of leads, CRM, support, or a number of other things.
But chances are good those aren't the root issue...
Doubt in the product your selling will stop the hottest of prospects in their tracks. 🙅♀️
Because when do you don't believe in your product, everyone you talk to about it will feel that and find reasons to say no.
The truth is the best sales people LOVE their product. 😍
They're passionate users/fans/believers in what they're selling.
And that belief is infectious to everyone they talk to about it - especially if the salesperson can connect the product to the customer's needs.
With this in mind, I took my coaching clients on a little adventure...
A reason to believe in Jacksonville 🤩
Last week, I took my coaching clients on a field trip.
We were generously hosted by JWB at their brand new HQ downtown where we got to learn the inside scoop on what's happening in Downtown Jax.
The big purpose to the event was for my people to discover a reason to believe in our local market.
Gregg Cohen, co-founder of JWB, taught us a number of things before going on a VIP walking tour of downtown developments:
- The downtown revitalization journeys other cities experienced
- Where the growth tipping point is on people living downtown
- The impacts of downtown growth on real estate in that city
- Recent, current, and future investments into Jacksonville's downtown
In all, it was an experience that captures what being a Market Insider means.
We left the event with deep insight into what's happening locally and a vision for what Jacksonville will be in 3 short years that will transfer into real action in our businesses and with our clients.
To give you the big picture, here's one of the most powerful slides from Gregg's presentation:
There's been $375,000,000 in completed investment in downtown Jax since 2024.
Another $2,460,000,000 actively in process to be completed.
$1,500,000,000 is in review for approval & delivery.
And another $2,500,000,000 has been proposed as potential future investment.
I wrote out the 0's because I think we just lose the impact of what a billion dollars really is...
In total, even if the proposed investment doesn't go through, we have a historic amount of investment taking place in downtown that will change our city forever.
It's a huge reason to believe that Jacksonville's future is bright and that owning and investing in real estate here will be a wise decision.
Do you believe in your local market? 🤔
So, the real question you have to ask yourself is "do you believe in your local market?"
And this isn't just blind belief.
I'm talking informed, passionate, can back it up belief.
Because regardless where you live or what you're selling, if you truly believe in it and can support why, you'll be incredibly effective at encouraging others to take advantage of the opportunities in front of them.
So, don't spend hours scripting and role playing to sell something you don't believe in.
Don't keep bouncing between open houses, farming, and buying Zillow leads if you don't fully believe in our market.
And definitely don't push yourself to burnout spending more hours trying to force sales.
Instead, find your reason to believe in your product and watch the whole thing get easier.
It's something we focus on every month in Market Insiders. 🚀
That's working smarter to get better results!
Dr. Alex Stewart
Founder
Realtors: want to be confident discussing the market? 🚀
If you're like so many of the Realtors I meet, you know understanding the local market is one of the most important things you can do as a real estate agent.
Everyone asks "how's the market?" when you meet them and the way you respond either opens a door of opportunity or shuts it.
Most Realtors have the stats but don't know what to do with them. There's so much going on that it gets confusing quickly.
If this sounds like you, My Market Insiders coaching could be just what you need. It's part local market updates, part business strategy so that you can be clear about exactly what's happening in the market and how to use that expertise to attract your ideal clients.
Members rate it 9.8 out of 10 for value to their business and increase their confidence talking about the market by 24%.
Click the button below to learn more about the program and if it's right for you ⤵️
