Have we all been in Real Estate so long we have lost our passion?
The majority of us have taken the skill building classes and been taught the "Spiel"
Get the listing...we do this, we do that, here's the comps...blah, blah, blah, blah.
Or worse showing the property....
Here is the kitchen... here is the bathroom. Excuse me is your client Stevie Wonder?
Ya think? My first Realtor was like that. Irritating beyond believe.
I was on a purchase mission of house number FOUR and she had to tell me this was the bathroom?
Thank goodness or I may have used the livingroom for that purpose!
Seriously, after viewing the umpteenth WRONG house I had to stop her dead in her tracks.
I managed to separate myself from her just long enough to wander into another room where
I bellow for her "LOOK what is in here" I exclaimed. She came running.
"A Floor! It has a Floor!" I said sarcastically. She slapped me lightly.
Coming to the realization quickly I was indeed mocking her.
But her irritating cookie cutter
showing style was beginning to get on my nerves!
While we all have our own uniqueness, and most corporations teach the fundamentals in training
perhaps it is good on occasion to use the two appendages on the side of your head (your ears)
in conjunction with closing the orafice in the front of your face (your mouth) on occasion.
My husband is a man of few words. At first, it drove me nuts being a woman.
How he could for long indefinite periods remain silent?
How was I supposed to know what he was thinking about?
As A Professional Realtor, I realized that Diliberate Silence during a viewing
can be Golden and Profitable.
If you have talked about the house before making the showing appointment-they already have an idea of what they liked about it before you even get there. It is the negatives which leave room for discussion.
Now I am NOT saying be silent during the entire process. What I am suggesting however, is to
limit "white noise". Let them (the buyers) think and breathe. Give them a moment to be with their thoughts.
Talk amoungst themselves. As hard as it is to fathom they will recognize a bathroom.
If you have prepared the house in advance the door will be ajar, or open to showcase special features.
The candles will be lit, and the pets safely secured. If you are arriving with them, calling the owner in advancecould be very helpful. If you haven;t seen the property you are showing....that is not the ideal plan.
As times change, so must we change our showing style. Buyers are intelligent.
Buyers have (most of the time) done some homework. Buyers need a little space to explore and feel themselves in the house to see if the "right fit" is there.
Yes we have due dilligence-disclose all but please avoid telling them that oblong porcelain thing in the smaller room is a toilet!
Above all- have passion about the houses you list. It is not about having twenty homes on the market you know little about or were easy to get-it is about LOVING the homes you list. Appreciating the features they have.
A Passionate Realtor conveys that passion to the buyers. If you genuinely LOVE the house, your enthusiasm will radiate during the pre-showing conference. It also impresses the sellers. They after all have made this house their home. Raised their kids, played with their grandkids, or are moving on to another phase of life.
If you are not passionate, how can you be pursuasive? The houses may appear to be mediocre.
Passion is Professional. Indifference is in intolerable at least in my humble opinion.