In this episode of Better Your Business, Cher sits down with seasoned sales coach Kirsten Schmitke for a deep dive into the art of selling authentically. With over 15 years of experience helping entrepreneurs and executives increase revenue and deepen their impact, Kirsten shares practical mindset shifts, frameworks, and tools to help Realtors overcome the “ick” of sales and build trust-based client relationships. Together, they unpack how authenticity, emotional intelligence, and client-focused conversations can transform how Realtors approach selling and presentations.

In this episode you will hear:

• [00:44] Kirsten introduces herself as a sales expert and coach and shares how her tech industry background shaped her approach to authentic selling.
• [02:18] Cher and Kirsten discuss the common discomfort Realtors feel with “selling themselves” and why reframing sales as service can remove the ick.
• [04:15] A mindset exercise to reframe negative associations with sales by identifying old beliefs and creating a new definition rooted in trust and transparency.
• [07:20] The “30 Results” exercise to shift focus from Realtor tasks to the results and emotions clients experience clarity, ease, confidence, and excitement.
• [15:47] How to turn the 30 results list into engaging marketing content, storytelling in listing presentations, and building deeper trust with clients.
• [20:16] Kirsten shares how oversharing features can overwhelm clients and shift focus back to what’s in it for them, clarity and emotional alignment wins.
• [25:20] The “three-question rule” for client meetings: ask before telling, uncover what matters, and let the client write your presentation for you.
• [34:05] Cher and Kirsten explore how leadership in real estate involves confidence, adaptability, and emotional check-ins to meet clients where they are.
• [39:08] The importance of flexibility in your sales process and client communication, and how checking in leads to better experiences and referrals.
• [50:54] Why letting go of “how” and leaning into belief, energy, and aligned action can help you reach your goals faster.

Special Offer: Kirsten offers a free worksheet to help listeners connect with their next-level identity. DM her “Better Your Business” on Instagram to receive it.

Connect with Kirsten:

Instagram: @kirstenschmidtke

Meet Cheryl 'Cher' Goetz:

Cheryl Goetz has been a Realtor since 2016 and knows firsthand what it feels like to build a business filled with anxiety, confusion, and constant pressure. After raising two kids, navigating a transition from new construction to resale, and adapting through shifting markets, she transformed her career into one that now feels intentional, joyful, and ease-filled. Today, Cheryl helps women in real estate do the same — creating businesses that reflect their authentic selves, attract aligned clients, and grow sustainably. Her mission is simple: to help women drop the industry “shoulds” and build businesses that fuel their lives.

Let's Connect:

Instagram: https://www.instagram.com/chergoetz_?igsh=MWZrY2Rlem9ua3RrdA==
Website: www.athomecompany.ca
Email Community: https://athomeco.myflodesk.com/bybpodcast
Contact: hello@athomecompany.ca