How do you measure your success as a real estate professional?
Annual gross income? Number of transactions? What kind of car you drive?
For me, one of the benchmarks of success is the point in a transaction where I am no longer just my client's real estate agent, but I have become their 'Trust' agent as well.
Case in point:
Middle of Nowhere
I listed a triple-wide manufactured home this past Spring out in a fairly remote section of Mason County WA. It had been previously listed by another agent for almost a year. In spite of two price reductions, the Sellers hadn't had a showing in over 6 months. The wife was getting especially tired of keeping the house in a constant 'show ready' condition.
The Price is Right
When I took over the listing, I convinced the Sellers that they needed to reduce the price again slightly, just so it would register on everyone's radar on the local MLS. I then implemented my usual high-end 'maximum exposure' promotional splash on the Internet, uploading their home to over 15 domains with high consumer traffic . It was my opinion that price wasn't necessarily the issue preventing showings. Their home was simply a niche property that had a very limited field of potential buyers. The key lay in getting their home out in front of as many potential Buyers as possible.
Agent 'No-Show' Strikes Again
After the first week on market, we had two showings. The following week, an agent scheduled a showing, but ended up being a 'no show' and didn't have enough common courtesy to call and cancel. Later that same week, another agent called to arrange a showing, but a few hours later, called to cancel due to time constraints.
Mr. & Mrs. Jekyl & Hyde
At this point, the wife is understandably unglued. She wants to toss in the home selling towel. She calls me in a state of near hysteria and demands that I take their house off the MLS immediately, and come pull up my sign.
About 10 minutes later, the husband calls. He is the Jekyl to her Hyde. He calmly apologizes for his wife's outburst. I explain that no apology is necessary, and that I totally empathize with her frustrations.
The Transition to Trust
And then, the husband asks, "What do you think we should do?"
Ah, music to my ears!
I am no longer just their real estate agent, but I have now become their 'Trust' agent!
I told the husband,
"We're almost nearing the peak of the season when the majority of viable Buyers are out actively looking at homes. If you take your home off the market right now, you're going to miss out on that critical time-frame. I know it's been a very long and tiring journey for you folks up to this point, but let's give it another month or two, and see what happens."
The Sellers agreed with my recommendations, and two weeks later, we were under contract, at nearly full price.
The Cost of Being a 'Trust' Agent
Earning and meriting our Client's trust is no easy task. It takes real, genuine effort. It demands that we have a current working knowledge of real estate law and its related practices. It necessitates an intimate understanding of our ever-changing local markets. It requires the ability for us to compile, analyze, and interpret data, and thereby empower our Clients to make intelligent, informed decisions.
Don't ever settle on just being a real estate agent, strive to be a 'Trust' agent!
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Rich Jacobson is a licensed real estate professional providing knowledgeable empowerment and relentless representation for his clients of residential properties and vacant land throughout all of Kitsap County WA and portions of Pierce, Mason, and Jefferson Counties. You can also find him at KitsapLife.com, SOUNDBITEBLOG and Crabbing in the Hood, or e-mail: kitsapagent@gmail.com
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