The Go-Giver Way — Transforming Sales at Schuckman Realty
At Schuckman Realty, we believe in doing things differently.
In a world where sales is often measured by how many deals you close or how fast you move a property, we’ve chosen a philosophy that’s both timeless and forward-thinking — we are “Go-Givers.”
Inspired by Bob Burg’s and John David Mann’s book, Go-Givers Sell More, here’s how our approach stands apart, and why it works for both junior brokers and seasoned professionals in our offices:
1. Start with Value, Always
Most sales models teach you to add value after the sale — a bonus, a sweetener, an incentive to get the deal done.
Our approach? Add value from the start, and make it the principal goal throughout the relationship.
Whether you’re making an introduction, advising on a site, or helping a retailer navigate a tough decision, value is not an afterthought — it’s the core of every interaction.
2. Focus on the “Open,” Not Just the “Close”
Traditional sales training obsesses over the “close.” But our model emphasizes the “open” — building relationships, earning trust, and setting the tone for long-term partnerships.
The deal is important, but the relationship is everything.
3. Listen More, Talk Less
Great brokers aren’t just talkers; they are world-class listeners.
Our team is trained to spend less time selling, and more time listening — to clients, to landlords, to each other. When you truly listen, you understand needs, uncover opportunities, and build authentic connections that last.
4. Ask Great Questions
Sales is often seen as a “presentation” skill. But what if the best way to move a deal forward isn’t by talking, but by asking the right questions?
We teach our team to dig deeper, keep the conversation focused on the client, and let the prospect tell you what matters most. That’s how value is discovered, and trust is built.
5. Redefine Success
Classic sales training measures success by the number of “yes” responses.
We know that getting a “no” is part of the business — and that you can still have a positive outcome, every time, even when a deal doesn’t close. Our focus is on positive interactions, authentic relationships, and planting seeds for future opportunities.
This “Go-Giver” mindset isn’t just philosophy — it’s practical, proven, and profitable.
It’s why our firm has thrived since 1978, and it’s how we plan to serve our clients, our team, and our communities for decades to come.
Keywords: Real Estate, Sales, Investment Sales, Value, Retail Real Estate, Real Estate News