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Are you "People Motivated"??

Good Day to All,

I seem to come back to this question more and more often these days! In my interactions with both fellow Realtors and potential Buyers, I find myself asking the Question:

Are you/they, "people Motivated"?

Please allow me to explain a little more of what I'm getting at. When both meeting and/or talking with potential clients, nine times out of ten I'm going to hear about a previous experience with another Realtor and it typically is not a Positive interaction. Story after Story, people consistently share with me experiences that put them on the Defensive or have made them highly suspicious of interacting with another Realtor. Why do you think this is? Why does there have to be so many " Used Car Salesmen" type Realtors out there leaving a negative mentality for the world to see?

While listening to all these stories, I keep asking myself the same Question: Were these fellow Realtors "People Motivated"? Well, I'm sure that anyone with Common Sense can answer that question: NO, they weren't and probably never will be. These type of so-called " Realtors" are obviously motivated by one thing and one thing Only; MONEY....!!

These " Money Motivated" Realtors are strictly focused in dealing with a client based on how much Money they can get out of the Transaction and not so much what's right for the Client!

You know which ones I'm talking about: The Agent that happens to show a Client only Listings within their own Company, maybe even a few of their own Listings; Not so much what the Client was interested in !! Or maybe they show only Listings that, just so happen to have a "Buyers Agent Bonus"!! I think you are getting my point!

What would you think it means to be "People Motivated"??

My thought is, that as a Professional, your main focus is on the well-being of your Client! Humm, "well-Being" what does that mean exactly? A dictionary definition states it as :

–noun

a good or satisfactory condition of existence; a state characterized by health, happiness, and prosperity

Now, as Realtors, we are more familiar with the term "Fiduciary Responsibility" in the relationships between us and our Clients.

noun. pl. fi·du·ci·ar·ies

One, such as an agent of a principal or a company director, that stands in a special relation of trust, confidence, or responsibility in certain obligations to others.

I like showing these definitions because this where most people are going to search for explanations on the terms and words that we use on a daily basis and it should help us to understand where our Clients point-of-views sometimes come from.

Now, my belief is that by focusing on my Clients "Wants & Needs" and using both my experience and knowledge, I will be able to help them find and purchase the right property for the right price in the current Market. Properly paying attention and "truly" listening to my Clients is what will fully insure that they get both what they want and need in a Property. My commission (pay) off of the Transaction should be thought of as simply a "By-Product" of doing the right thing for my Clients. Being true to them and their needs is what I believe makes me a "People Motivated" Realtor and not "Money Motivated" !!

I don't set Goals for myself based on how many Transactions I plan to close this Month or Year. I set them based on how many people I plan to help when making a Real Estate Transaction. "Educate & Advise" should be our motto as Realtors. We're supposed to be here to help people with one of the largest financial decisions they will ever make. Should they make that decision with just any Realtor they stumble across??

Please feel free to chime in on this topic. I would love to get as much feedback on this as possible. Share your experience as well as your advice!

Thomas Cunningham

Thomas Cunningham

Cell: 843-814-1078

Fax: 866-256-4074

Email: homesbythomas@gmail.com

Website:

Posted by Thomas Cunningham Coastal Carolina Real Estate Connection on 09/02/2009 04:21 PM

Comments (42)

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42 Comments on Are you "People Motivated"??

SEP

I have heard the same stories and that is usually why they end up with me. They had been down that road and was totally miserable with the unmotivated one...I am so grateful I continue to get many referrals from doing a good honest service, having fun doing it and not worrying about my return.

Suzanne,

It's SO nice to hear that there are other fellow Agents out there with the same belief system! I wish there were more of us to go around. People need to understand that we're not all BAD. But, once they have had a bad experience it's easy to understand why their so hesitant to work with another Agent. Especially if they have had more than just one Bad Experience! Keep doing what your doing Suzanne, I'm proud to have you as a fellow Realtor!!

I was TAUGHT to say things like, "What would it take to move you to purchase this home?" I think there is a transition that has occurred in advertising/sales expectations- where people less want someone to sell them real estate and more want someone to guide the actual transaction. Nice post.

Diane,

Thank you for your comment. I agree with you 100%. I think today's Buyer is more concerned with being properly advised instead of being "Sold" on something. As always, I'm Glad to hear your voice!!

Great post. But I really love the cartoon:)

Monica,

Thanks... I thought it might be appropriate to express how "Realtors" who are only "Money Motivated" can have such a negative impact on our Market conditions. Do you have any other input could share about my post?

I hate when they try and force the sale and the borrower is already maxed out on everything and no money either.

Naoma,

I couldn't agree with you more. There is no reason in the world to "push" someone into making a "knee jerk" decision, especially with such a large purchase. Yes, I understand that " time is of the essence" but that shouldn't be used to force someone into a purchase. Thank you for your input, I appreciate it!

Thomas - I love the next to the last paragraph (loved the whole post but my point.....) I know that it sounds cliche and others may not believe me (that's fine) but I do measure my success NOT by the money I make but the lives that I change. BRAVO - excellent post!

Let's be real here - we're in this business to make money and we should always have clear goals for our business. But one thing is to only be motivated by money, which is pretty evident with a lot in our industry. For those that have been at it for a while, we find a sense fulfilment when we do help people. Real Estate is emotional and we get to be involved in people's lives and we love the fact that a lot of our clients become close friends and we wouldn't change it for the world

**on a side note: Blogging has made me a better listener.....a byproduct I never expected*** Thanks for inviting me to read your post.

I was at a new agent orientation today, and our Board President made a great point - if you are talking, you aren't listening and are not connecting. This market gives us all the opportunity to be better listeners, and offer better customer service. We do this because we love what we do and love helping people make the connection, sale/purchase. We too have to pay the bills, but I learned long ago never to force something together. Maybe I am crazy but what will be will be, and it has always worked for me, and my Client's are all quite please. Great points and thanks for sharing them!!! Love your post!!

Thomas - I think you hit the nail squarely on the head when you mentioned that our commission should really be considered a by-product of doing the right thing for our clients. I won't claim not to be motivated by money, because I would be lying, but I am not greedy. I try to focus on being ethical and honest in my dealings, and the money follows naturally. Great job!

Hi Thomas -- If all of our profession did what was in your post, our approval ratings would skyrocket, plain and simple.

There always seems to be a bad apple in the bussel. Now for lack of motivation... we get paid to assist family buy and sell property. There is lots of motivation there.

Leesa,

Thank you very much for you kind words. I'm glad to see other Realtors out there measuring themselves more by the good they can do then by the amount of financial success they wish to achieve

If we satisfy the wants and needs of all our clients the income will come.

Some of my most memorable moments from my real estate career are when I helped someone in a difficult situation. In most of these particular cases, I don't remember the amount of the commission. i do remember the joy or relief that my buyers or sellers experienced!

Chris,

You're absolutely correct and might I say that "our profession" could use a swift kick in the pants. Considering how many negative stories i hear, it's no surprise that our " approval ratings" are in the toilet!!

You really have to like people to be in this business.

Educate and advise. I like it. I also like the idea that we help people and that our clients aren't deals.

Sharon, Sybil,

I agree with you both. I remember my third transaction when I first came into Real Estate. His name was Dennis Dawid and he had just sold a property down in Florida and wanted to reinvest here in Myrtle Beach. Him and his wife had never been here before and were not very familiar with the area. So, off to the races I went. I began sending them listings to look through and asking questions galore!! Eventually, we scheduled a time for them to come and visit the area. I set-up a FULL day of showings from the North side all the way down to the South end of the Grand Strand and every place in between!!

Anyway, to make a long story short, we made use of our ONE day to see properties and narrowed it down to two properties. Made offer on both but only one was willing to negotiate and it was exactly what they were searching for. Now, I was still relatively new to all this and throughout the whole process didn't realize until the day of the closing that there was a good size "Buyers Bonus" attached to the deal. It was a pleasant surprise to see that. But, I came to understand something that day. Staying focused on my clients needs and working hard to get them just that, made all the difference in the world. I didn't know that house had a "Buyers bonus"! All i knew, was that it had everything my Clients wanted and it was located exactly where they wanted to be and we got it for a great price, less than what they had planned to pay!! It was a win-win situation.

Jason,

Thank you so much for your comment. I'm glad to hear that you both agree and approve of my thought that our commissions should be consider a "by-product" of us simply doing our Job!! Doing the right thing for our Clients is exactly why we are considered to be "Professionals" I just hope my concept spreads and grows in other Agents more and more. So many " Bad Apples" need to be shook from the tree as Mr Roland Woodworth put it. We, as Realtors need to help one another as well as " Educate & Advise" each other. Only then can we rise above the bad elements that have shadowed us for too long!!

What I am struck by is the fact that nice, ethical people write these kinds of posts, and nice, ethical people respond to these posts. You never hear from the ne'er-do-wells. Just once, I would like to read a response from one of the greedy, slimy, used-car-salesman type of people, justifying why they are so shallow and unethical. I think I must be bored.

Do these people who are spilling their guts need any provocation, or are they just bursting at the seams to tell you their sad stories? I would be very uncomfortable hearing someone trash someone else, no matter how justified.

It's a wise man who can determine another man's motivation.... Things are not always what they seem to be at first blush and there are always at least two sides to every story. Many clients - especially Sellers tell horrendous stories about service from past Realtors because they, the Seller, never listened to the good advice they were getting, or their outcome would have been different.

Deborah,

I'm not sure I follow what your saying? None of my Clients have sat in front of my and " Trash Talked" ! Once my Clients reach a certain point, they feel comfortable enough to share a prior experience with me. It's usually when they are explaining how different I interact with them than their previous encounter! Yes, I have had prospects sit there and Bad Mouth another Realtor. Expressing in great detail how terrible they were treated. But, they never became my Clients because some people you can never " do right", no matter how hard you try. They are tortured Souls and wish to spread misery unto everyone. Please don't misconstrue my post as a " Bash Session" I only used the stories to help express a point!

The question I pose to you is... ( Do you get my Point?) ??

SEP

Hi . . .Yes, I was just curious that you said nine out of ten of your clients had these awful stories. I didn't get the idea you were bashing at all.

Just today I was in a store and a guy was slamming someone in another store. I just thought it was in poor taste, so I was genuinely curious that so many people were "talking trash," as you said.

I just get curious about these things. I didn't mean to offend you at all.

Don't you love to hear what the client wants, find it and make them happy, simple right? Happy clients tell their friends and family, more happy clients follow, simple right?

This does not apply to just real estate. .it's a way of life for some people. .selfish in their own relationships

Fernando took the words right from my mouth.

Great post. You are 100% right on! I am money motivated. I work hard and I want to be filthy rich one day. I do not want any of that if I am driven by making money over working for the right reasons. When I come across a buyer or a seller who is going into a situation blindly, or isn't considering all the facts, I am there to educate them.

I need to rest my sleepy head at night and doing right by people is the only way to achieve a good nights sleep. The money will follow when you are doing things for the right reasons!

When a realtor gives advice to a buyer or a seller that moving right now may not be the best fiscal decision, you have gained their trust, their credibility and their future business. More importantly, you did the right thing!

To our success!

Diane

Good Morning Thomas-

The downturn in the market may have had the "garlic effect" on many would be vampire types of Real Estate licensees. You know the ones that are out for blood. However, with so many well informed consumers and the benefits of being able to look online, consumers have an edge they may not have had several years ago when the "BOOK" was the only source of available homes.

It is easy to do the right thing- and you are right- sleeping well knowing you have served your customers to the best of your ability is a lovely "bonus". I know I do!

Thomas: I could not agree with you more. Being of service and doing what is highest and best for others is my motivation for getting up each morning. I do not feel these characteristics can be taught … unless someone has the desire to change. These characteristics are signs of highly evolved people which the world can use more of. Thanks for the pleasure of reading your post. By the way, many of my clients had prior undesirable experiences with other agents before they found me!

Florida Pines,

I'm enjoying your analogy "garlic effect". That is too good!! You are exactly correct, this downturn/correction or whatever you want to call it, was probably very necessary. Home Values were starting to get just a Tad ridiculous and more & more "Vampires" as you call them, were coming out of the shadows. Change is good. It can be difficult and frustrating but what's most important is that we learn from the changes that happen and better ourselves from it!!

Kathleen,

Thank you so much for your comment. It pleases me to know that I'm not alone in both my thoughts and views on how we as Realtors should be preforming for our Clients. "Educate & Advise", that's what we should be doing with every Client we have. The great Bonus is that in the journey to "Educate & Advise" our Clients, we ourselves become better Agents and more Knowledgeable.

I am surprised by the number of agents who seem to HATE dealing with the public. I have some advice: if you hate the phone calls "interrupting" your day and cannot stand the "shoppers" who need to look at lots of homes, then get out of this business.

Erica,

First off, Thank you so much for both Reading and Commenting on my Post .

Second, I'm a bit confused with your comment though. Are you referring to some of the other AR members commenting on this post or something else?? I've read back though them just now and don't see any Agents complaining about dealing with the Public! Am I missing something here??

Please share with me where these so-called "Agents" are saying that they "HATE dealing with the Public" or "hate the phone calls "interrupting" your day and cannot stand the "shoppers" who need to look at lots of homes"

Sorry Thomas. I think I misread your original blog post! I read your post to mean agents need to be people motivated/like working with the public. I'm seeing a bunch of agents (online & off!) who seem to hate the public! Which is our JOB.

Thomas: Congratulations on the feature!

I am proud of my agents! I have hand picked each and every one of you based on two principles:

1. Good Heart.

2. Good Moral Compass.

My agents are the Reason our firm is so strong in spite of the current Real Estate Market, while many other competitors have already folded. You can teach Real Estate Principles; you can teach Finance, Marketing, and all the others, but you can't teach someone how to be caring and correct...

It seems like that is happen in every facet of business. I think the people who genuinely love what they do will always outshine people who just consider it a "job".

I guess I have a higher regard for the REALTORS I interact with on a daily basis....either that or the REALTORS in my area operate at a higher standard. I think there are a few rogue agents in the market but I don't think there are as many as many people on AR would suggest.

SEP

Thomas, I always had the feeling that all of us get to hear those stories about the other agents or previous agent. . .

SEP

HI Thomas ~ I hear these type of comments too. It is a shame if a buyer and seller go thru an entire transaction this way and ruin a transaction that may only take place one or two times in your life. I find it best to put yourself in their postion and think back to the first time you bought or sold., if htis is the case.

SEP

Thomas,

Your local fellow Realtor! I respect your candor, sometimes over zealous, but I too, have been bitten by the purchaser who is too well heeled with real estate knowledge so "time is of the essence" will never fit. In 25 years I have found time will win them over if dedicated to winning. Bullying is a no-no but a stern statement is OK. As for sellers, everyone is more knowledgeable than you, as a Realtor, but sometimes patronage has its advantages. "I knew that this was something you no doubt have studied but this particular idea is just new and I wish to pass it on you in your search. Is that OK? This may healp you in your decision making."

As for fellow Realtors There is no rule of thumb. In this area I find too much "standoffishment" until they agree that you are not the enemy, particularly if you come from another state or locale. You must work as if you are walking on eggs, so you don't always get "scrambled." Attitude is hard to determine until you have won the battle of "you're OK, my man!" I will keep up on your ideas!

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