Back when I worked for a big box brokerage, we had quarterly meeting with our managing broker to discuss our goals, and how on track we were in meeting them.
Then one year, I told my broker that I wanted to set my annual goals in terms of qualitative markers, not quantitative.
She looked at me like I was nuts.
And perhaps I was - and still am. But I am a firm believer that when your focus is on the quality of each transaction, that the quantity will take care of itself.
So what does a high quality transaction look like? It's probably different for each of it, but I think there are some elements common to all sales that go well:
- The agent has great communications with her client and the other professionals in the transaction.
- She listens to understand what they want and need, then fullfils them.
- The agent answers her phone when it rings when it's at all possible, and when it is not, she returns calls promptly.
- The agent stays on top the deadlines in the transaction, including the removal of the contingencies for inspections, appraisals and financing.
- It all ends with a happy settlement.
When you are at a listing presentation or new buyer interview, you might want to think about the emphasis you put on both quality and quality in your real estate practice.
Now, it's great to sell a whole bunch of houses and condos. But it's even greater to do it in a way that gains you a reputation for being a class act.