I have been having some very interesting conversations lately about what Realtor's are.
Are we salespeople? I mean don't our clients want us to SELL THEIR HOUSE? Isn't that why they hired us? Yet so many shy away from aggressive salespeople, and rightly so. If your sole motivation is your next commission, perhaps you are walking over people to get it. Not the kind of description I want anywhere near my name. And yet people want someone assertive ...far different than aggressive. I mean doesn't the squeaky wheel get the grease? You can't be a masmsy pamsy Eor (the donkey on Pooh Bear) if you want to move properties.
More importantly, we must be both truly service/servant oriented and be assertive. I want the best for my sellers and buyers. Sometimes that means telling someone this may NOT the right time for you to buy or sell. I advised people this way this past year, when I truthfully could have talked them into selling.
People thinking of selling and buying real estate are often under other kinds of stress. I certainly do not " tell" people what to do, ever. But taking on a trusted adviser role, and reminding them of the BIG PICTURE is far more important to me than making a commission off someone who is under stress and vulnerable.
I want to sleep well at night, and build relationships with my friends, family and customers that are above reproach. Along the way I want people to know that I truly had their best interest in mind (service) AND I was also a proactive, cutting edge Realtor (sales).
It is a balance I choose to maintain. Excellent, ethical service delivered with caution and empathy, and being a hard nosed negotiator when need be.
No pushy tactics here. I want people to smile when they see me coming, not going!
BethAnn Long ~ Spokane Realtor- Coldwell Banker Tomlinson South Inc.
509-362-4607
...there's no place like your home!
You have the right mentality for long term client relationships. You'll never be hiding in the grocery store or at a Little League game. Good business plans and righteous intentions are hard to find.
Please remember me if you learn of anyone moving to "The OC"..and I'll do the same.
Best regards.
Michael Caruso, Broker ABR ABRM CRB CRS GRI
2007 President, Orange County Association of Realtors
Service is what drives people to you. Sales are your reward for outstanding service. Notice I put service first. Some agents put sales first and totally miss out on what service can bring, more business. Building relationships is a major part of service. Relationships pass through generations of clients. You take excellent care of the parents and you will have their children, children's children, etc..you get the message. A lifetime of families working with you because of your excellent service. You will definitely keep them smiling and coming back to you over and over again. To your success in 2009 and beyond.
Kudos BethAnn....you have the right attitude and will go a long way in the real estate market. Realtors sometimes are classified as 'used-car sales people'--and believe me, I've seen my share of those as well. We must maintain and strive for the best interest of our client....that is service...and every buyer/seller is different. It doesn't pay to push...your buyer will learn to trust you when they see your disposition and tactics are for their best interest! And this approach will bring you many referrals as well....stick to your guns....in a challenging market....
Very nice post! I think that the balance you wrote about is very important and how I try to do buisness as well. I think doing right by people never come backs to bite you!
This type of balance is what all of us should strive for and in this economy, with that added stress, no hiding either by you or clients is just another way to lesson the stress. Good job BethAnn
Thanks guys! (and gals!)
I have never thought of myself as being in sales. I provide a valuable service. If we are doing a great job, providing the best service to our clients, the homes will sell themselves. I am never pushy either, and as BethAnn said, I want to see them smiling when they see me.
Beth Ann, I am with you on this. I have told more than one person this year and last that buying or selling for them might not be in their best interest.
I believe in the abundance rather than scarcity theory. I learned that phrase at the Ninja conference in Fort Collins, Larry Kendall. Amazing stuff!
You definitely have the right balance, and I am a firm believer in customer service. Excellent post!
BethAnn- there is an agent in my office that swears that we are salespeople. Personally I am in marketing and relationships. I don't "sell" anything!
I consider myself a service provider. I am all about the client relationship because my business is built on referral (and I want to be able to look at myself in the mirror). Good Job, BethAnn, I totally agree!
Thank you Sharon, Ellie and Linda :)
BethAnn - I think you're right on in your assessment. We sould strive to have the characteristics you've described - always putting the needs of our clients above our own, guarding our business reputations based on integrity, and looking out for our clients' best interests - even when they may fail to do so themselves. Keep up the great work.
Thank you Lynn you too!