Wenatchee Real Estate Agent, Perrin Cornell and also a REALTOR

Real Estate Agent with Century 21 Exclusively, Wenatchee, WA

I used that headline to make a point. Specifically what do you do? I think too many agents, especially new agents, only have a vague idea of what they are and what they do. Ask..."I sell real estate" ok but is that all..."no I help people buy too" Oh I see... you get my point I think.

To be successful you have to have a vision of who you are and what you do. That includes trying to define your market too... both geographically and segment wise. For example, I sell real estate in Wenatchee Washington... I do not try to service the Seattle area or Olympia or Spokane... those markets are different from mine... I have built a team of service providers and information sources in "my area" that keep me informed and allow me to offer my clients a higher level of service.

Ok so saying I sell real estate in Wenatchee and East Wenatchee what else... well I am a REALTOR... I subscribe to the code of ethics via membership in the NAR, Not all agents do... point in my favor. I also pretty much limit my business to four segments in the market... 1. First Time buyers, 2. Buying and selling in the below 400K range, 3. working with estates and trusts and 5. Limited commercial (that is a stretch and normally not a good idea to mix except I have 20 years strong experience on the commercial side from my earlier life so I take advantage of it.

Think about it this way... can you really just handle everything? I, in the past on AR, used the analogy of duck or quail hunting. If a covey of quail jump up in flight you could just point your shotgun at the covey and fire away... the expanding blast of buckshot MAY hit something... but usually not. Instead you need to pick out a target and aim for it... dont forget to lead and dont stop leading even when you shoot... and you will be successful in sales too. You need to pick a target (market segment) and lead...be ahead of trends and the market. If you have invested, for example, a lot of time and effort into short sales you may want to think about a move to another specialty in the not too distant future (at least I hope so).

Finally, think about your segment... what you do... are you selling houses? Anyone can do that. There are many successful agents that are transaction oriented. Or are you relationship oriented? It is a whole different approach... too many potential clients view us as in industry as little better than a used car sales man (apologies to used car sales men... as there are lots of good ones but perceptions is what I am talking about). In that view we are interchangeable, dont really care and just working for the commission.... hmmm not me... at least I sure try not to fit that mold.

So on the Fourth...Happy Birthday America and if this blog idea fits, make this the birthday of a new sales person... customer oriented and knowledgeable of where you are going and how you will get there... don't forget to pick your target, lead and squeeze!

Posted by

Perrin Cornell, Broker, ABR

Century 21 Esclusively

135 N. Missin

Wenatchee, WA 98801

Web Site



This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
Real Estate Best Practices
Lead Generation Conversations
BuffiniandCompany Coaching, Living the Good Life!
More Referrals: Strategies & Tips on Getting More Referrals
selling techniques
market segments

Post a Comment
Spam prevention
Spam prevention
Show All Comments
Maria Morton
BHG Real Estate - Kansas City Homes - Kansas City, MO
Kansas City Real Estate 816-560-3758

Good point, Perrin. Know what you're doing and do it well.

Jul 04, 2012 10:37 PM #1
Perrin Cornell
Century 21 Exclusively, Wenatchee, WA - Wenatchee, WA

Thanks Maria

Jul 05, 2012 09:45 AM #2
Post a Comment
Spam prevention
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?


Perrin Cornell


Additional Information