Is a Realtors'® profession Real Estate or Education?
The answer is BOTH. Part, a large part, is the educational process of the customers and clients. To define the positions of Realtors®, and the insignia ®, one of the main duties would be to educate and watch the backs of the buyers. When a Realtor® receives a phone call or email contact from a person looking for a property, what should they do? Should they help the potential client learn about the business? Are Realtors® teaching them what they need to know?
Should the agent say, "sure, I'll show you" or should you say, "May we discuss what it takes to purchase a home?"
Which statement is the right way to go?
There is no need to answer.
Great agents know the answer.
They could run and show the home to whomever chooses to want to see it or they could "QUALIFY" the customer/client and decide the best way to proceed. It is proven that the main way to proceed is to EDUCATE the interested party.
Do agents want to show them something they can't have?
Do agents want to spend their time (which equates to money) showing without qualifying properly?
Do agents want to create "desire" for a home that a client does not qualify for?
Do agents want to disappoint their client or customer or waste their time?
Of course not...
Do agents want to send paperwork to a potential lender knowing they have a snowball's chance in "guess where?" to qualify?
These are all great reasons to qualify your client!
But, here comes the Key that makes the Real Estate Professional an Educator/Teacher. Once it has been established that the client is qualified to purchase, the work begins.
Remember to Teach the Specifics and the "Protocol of the Process..."
"REALTORS®, hold the desire of home ownership in their hands...not by being able to grant a wish but by "Teaching" the way to make dreams come true!"
Deb Brooks, REALTOR ®