What Business Should I Start?. Rhonda Abrams
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Watch out for . . .
E-Type: Seller/Broker
Overview
If you can sell, you never need to go hungry. Great salespeople are always in demand, and there are opportunities to sell just about every kind of product or service. If you’re a Seller/Broker E-Type and are willing to work hard, you can earn a lot of money. Sales is a great option for self-employment.
While most people know what a salesperson is, they are less familiar with the concept of being a broker. In fact, the terms are often used interchangeably. However, in general, a broker is an intermediary between those who produce a product or service and those who might want to buy that product or service.
The Seller/Broker is an enviable E-Type. Every industry needs the services of competent salespeople. Good Seller/Brokers can make a nice living; great ones can make more money than almost any other E-Type!
Being in sales or being a broker gives you a good chance to pursue an interest. Love books but don’t have the money to open a bookstore? You might instead want to be a publisher’s sales rep. That way, you’ll be involved in the book industry without needing the money for your own shop. The same can be said for selling—or brokering—autos, art, apparel, wine, electronics, sporting goods, boats, or any other item or service that interests you. Every single industry needs salespeople and brokers.
You may imagine that Seller/Brokers are all a bunch of very pushy people. But you don’t have to be aggressive to be a successful in sales. You do, however, have to be self-directed, persevering, able to take rejection, and emotionally and financially capable to handle the ups-and-downs your income may experience.
Most Seller/Brokers are paid on commission. So consider how big a “ticket item” you want to sell. Are you comfortable—and can you manage financially—making one or just a few big sales a year? If so, you might be fine selling expensive homes or private jets. Many more Seller/Brokers are better suited to selling products or services that provide a steadier income stream. These can range from selling annuities, to restaurant supplies, to cosmetics, to industrial machinery, to every other moderate or low-priced item or service.
Some individuals, as well as products and services, also need to be “sold,” and another option for Seller/Broker E-Types is to become an agent: musician promoter, theatrical agent, literary agent, artist’s representative, and so on. Your options depend to some degree on where you live, but even rock bands in mid-size cities need someone to get them bookings.
One way to differentiate among sales opportunities is by who you’re selling to—consumers (products like insurance, real estate, cosmetics, roofing, or laundry detergent) or businesses (products like insurance, industrial supplies, advertising, raw materials, or telecommunications equipment).
Some businesses you’d never think of as “brokering” may serve the same function. For instance, running an international adoption agency to help would-be parents locate and adopt children is essentially serving as a broker. You’ll act as an intermediary—between potential adoptees and potential parents.
Options for this E-Type
Keep in mind that terms used for making sales (whether salesperson, agent, broker, representative) are often used interchangeably.
Sales agent: A person who represents one or more companies selling products or services, often directly to consumers. Representative examples are insurance agents and stock brokers.
Broker or agent: Generally, a broker acts as a “go-between,” connecting a buyer and seller. They are particularly used in situations where the customer—whether a consumer or business—has a hard time distinguishing between options or has difficulty locating appropriate products. Like most salespeople, brokers are typically paid on commission. In some cases, the commission is paid by the seller (typically the case in real estate), or wrapped into the price of the product (as might be done in mortgage brokering or advertising sales). But a flat fee or commission may also be paid by a buyer, especially when looking for discounted or difficult-to-find items (such as auto brokers) or receiving advice as well as a product (mutual funds/retirement investments).
Manufacturer’s representative: How does a company that produces a product—let’s say industrial floor cleaning machines—sell their product to potential customers? Sure, they may have sales agents on staff and exhibit at trade shows, but even so, they’re likely to contract with independent consultants to go out and sell their machines to small and medium-size businesses. It’s very cost-effective