Ever see the real estate agents with the big dressed up Hummers that looks like a stripped down "Pimp mobile?" Does it impress you? Of course there are different strokes for different folks! Some agents prefer Caddilac's, while power agents on a ego trip prefer only a Mercedes or BMW. Mazzaratti's look great, but two seater models are not practical for showing families of 4! It doesn't matter if the car is leased or owned, the agent is trying to send a message...that they are successful, know what they are doing, nd that they have power. We must keep in mind...the public may not see the same message. They may view us in our industry with contempt for our arrogance, ego and as a confirmation that we are over paid. They are probably right in their assumption. We bring the wrong type of attention to our industry. It is like the lesson learned from the movie "American Gangster!" Dressing flashy may bring undesired scrutiny! People think we are over paid, so why give us more.
Real estate may be one of the few industries that calls ourselves professional yet we have a pecking hierarchy order that is based on commissions paid. on the bottom of most of our business cards we have - Multi Million Dollar Club (even though your cut is less than 30K and you are collecting food coupons!) Do doctors walk into a room and hand out trophies based on income? What about attorneys? I cannot see a bunch of lawyers high fiving one another because they closed 2 million in sales! It isn't going to happen. It could only happen in real estate and car sales, and it really is grotesque when you think about it! No one else that wants to be viewed as a self respecting citizen wants to be viewed this way. So why in real estate do so many liked to be viewed in the wrong light?
I've often wondered why an agent would put "Million Dollar Producer" on a card announcing to the public and peers that they make little reflecting their lack of experience.
Good thughts, Jim. Required reading for all of us should be The Millionaire Next Door. Quite often the person that owns the body shop, dresses in blue jeans and drives a 4-5 year old truck has lots more assets than the perosn showing off their wealth. Everthing in moderation is the best approach. Most people don't like show-offs.
I also think the million dollar clubs are completely overated. Everyone is in them, in most markets 3 or 4 sales qualifies you. If you ae going to drive around in a Hummer you better be a trillion dollar producer my friend has one and it gets about 8 miles a gallon.
PHILIP TURNER-MORTGAGE BANKER SINCE 1980 I agree, the millionaires I knew in New York drove around in a "paid for" rusty Volvo and sent their kids to Harvard! They did not bring any attention to themselves. They lived below the radar!
Rob Muller - ABR, ASP, RCC, CNHS, E-Pro Cherokee County Real Estate Thanks! I agree. I once heard of a person that just received their real estate license and asked what type for car should they buy? What does your real estate knowledge and skill have to do with the leveraged ride you are buying with 2K down? It is all about ego and pride!
I saw my first agent yesterday with a Hummer, who is a very new agent. With gas prices and living in Oregon, I was completely surprised. Most agents out here drive normal gas efficient gas. Planning to get a hybrid myself next year. I don't think flashy goes very far out here.
People are much more impressed that I am paperless to help the environment, and think that is cool.
I agree with you to some extent. I do think buyers do judge realtors by their cars, whether we want to believe that or not- or at least they do in California which has such a strong car culture. Some agents in my office have 4x4 Trucks and I have heard clients tell them, they refuse to go looking at properties in it, so they end up taking the client's car!
I have two cars...my low mileage reliable Saturn Vue that I use to haul around the dogs and signs, etc. Frnakly, I use it most of the time and I prefer it. But if I have clients coming in that are looking in the over million dollar price category, I do use my other European "status" car. I think in our culture here, a client WILL look at your car to determine how successful you are....and it will give them confidence that they will THINK you actually know the million dollar plus market which you are trying to sell to them. Is it ridiculous? yes.... but no different then I wouldn't show up on a listing appointment in sneakers, shorts and a torn t-shirt either. Its all part of marketing.
Melina Tomson Salem Oregon Real Estate Consultant it makes so much more sense. I think we are moving back towards a common sense market, where persons will appreciate a professional that can give them solutions, and lay it all out for them in black and white. I know they will once again appreciate being able to see the detail before making a decision. The cost of monthly utilities will be a biggie again!
Bill Gillhespy Fort Myers Beach Realtor I think we are moving into a time where we have to view ourselves as the ultimate professional -- providing the best service possible in meeting our clients needs.
In my opinion there is nothing more tacky than a Realtor(R) driving a $50K plus car covered with the farming magnetic signs with their picture and 27 phone numbers to reach them, and advertising decals with similar info covering the rear window. It is pretty cheezy to drive a status symbol and cover it with signs that say "help me pay for this." Why not just sit under a bridge with a sign that says "will work for food?"
While some may do this just for the attention, I don't really believe consumers care what we drive or wear. I have never lost a listing because I drive a BMW or carry a Coach bag, as long as you are true to who you are. :)
Dan Homan I agree! Don't they really look like "Clown cars?" I mean talk about bringing attention to yourself!!! Again do Doctors, lawyers, CPS's do this? I know Pimps do!
Suzanne Sands-Somerset, MA Real Estate True, but we must also give thought to business we could have had...and don't know why they chose someone else! Some food for thought! I fully agree it is about personal character.
Elaine A. Cook-Bellingham Real Estate I agree. Several years ago I made a switch to SUV's. First of all they seem to be a safer ride for clients. I am a good negotiator so I've always be able to negotiate a great trade. Lastly for the last several years they had a credit on SUV's that weigh over 6500 Lbs GWV. There was a 25K tax credit. So if I thought about it, why pay Uncle Sam if I could keep it? I keep it! A no brainer. Also SUV's are pretty much viewed today as the "family station wagon" of the 1950's! They really do not bring attention to you, and it is a great work vehicle for signage, showing homes, and safety.
Spen your new car fund on promoting your business and branding your self. New clients want to believe that you are successful but there are better ways to accomplish this than through your car, ... like actually working hard and becoming successul. I think agents can go overboard with the car thing and it will backfire because it doesn't take long for a prospect to figure out whether what's inside the packaging is real or not. Drive a car that suits where you are at the moment (as long as its safe to drive). You may just find that your client appreciates your honesty and that you are committed to working hard to work your way up.
I drive a Honda CRV with 95000 miles on it. It is paid for, and insurance is relatively low. (Relatively, becuase I also have two teenage drivers!) I have had listings from $300K to $3.8 million, no one ever cared what car I drove, just that I got the job done. The way I figure it, if some one doesn't want to work with me because of the car I drive, they probably aren't the person to want to work with me anyway! Some one above said it, be true to yourself.
The funny thing is one of my kids, when they are 12 or 13 aksed me if I was gong to get a BMW, cuz that is what realtors in the movies drive!! From the mouths of babes!
Jim - You know that I value your opinions and LOVE your blog - this one just cracked me up beyond belief! I look at your pic and try to imagine you talking about pimp mobiles and bling!!! TOO FUNNY!
On a more serious note - I don't have my nails done, I don't drive a Ben-Z nor a BMW, I am not dripping with diamonds. Believe it or not, I am practical! I have a car that is well kept and clean and good on gas. I wear minimal amounts of jewelry and my nails? Well, they have always been crappy and always will - why fuss - I wear contacts and one time when I did have fake nails it just wasn't pretty trying to get my contacts in.
I am who I am and damn proud of it. I am a professional Realtor(R) that pruduces results when helping you sell your home or buy a home. I am well educated and know of what I speak. Whew - that felt good! Let me go find my mountain now to scream it from the top of my lungs.....
Jim, This one makes me laugh out loud. Lots of people think Realtors are in love with themselves and you have provided a great example. .... I am just a normal person. Have you told anyone that they look like they have a pimp mobile yet? Thanks for this great post!
Jim, I agree with your comments whole heartedly. Coming from a legal background, I don't have my picture on my card (who cares) and I don't have a flashy car or gaudy Realtor(r) jewelry. However, I do let my professionalism shine. I have always been a consumer centric professional -- while NAR (in its latest ABR/REBAC publication) seems to have recently discovered this, it has been true from day 1. The consumer want to know what is in it for them and how you can assist them.
I drive a 1993 Honda Civic (well, not now... have to replace head gasket or head), a gas hog 2001 Suburban, a Segway Human Transporter, or a GEM electric car. No Mercedes or Hum Dinger for me. Not practical. Of course, if I had the moolah, .... I'd be racing down the highway in a Ferrari Enzo at 220 mph. I have the need for speed. I wouldn't own the Ferrari as a status symbol, merely because of technology and speed.
Just like in any sales profession, awards are meant to hype up the egos of sales people by the industry - business that created the job. The only award that I seek for my realty sales profession is a "Thank You KIM, you are the man! You did a great job in helping me and my family!" That saying hits me deep. No trophy or piece of paper can replace that. Only other thing that can boost my ego is the paycheck that I earn from bending over backwards for my clients.
Jim - Great post, as usual! Perception really is everything and the perception that consumers get of agents driving extremely expensive cars and wearing all the bling is that you are "making bank" as my son likes to say.
LOL!!! What a fun post.........I do drive a Cadillac - a "red" one, older, paid for. I've driven a Caddy for 30+ years 'cause they're comfortable. The red one is 'cause my hubby thought it was a good tie in with the "Lady In Red." That said, I leave all of my "bling" at home. I've never been impressed with people showing off. I always think it's obvious. Multi-million on my card - not a chance! AND I've worked for attorneys - they do high five. ;-)
Well said. I live in a small town and driving expensive cars is not respected. It is a waste of money. A clean and efficient, frugal car is. Or a very old and well cared for classic is nice. FAncy cars tells the client, yeah, you're gonna pay me a lot. And the money isn't going to advertising
Leesa L. Finley, REALTOR® Leesa, you forget, I am from Brooklyn New York! I know about all the stuff! LOL! It is all about being comfortable in our own skins! Most people are not. The awards, the accolades, the cars, the clothes may be just covering up the agents insecurities. I get to speak at a lot of events, and meet loads of folks in real estate. There are agents that do 5 deals in the market place a year, and flaunt the fact they make 14 million in sales. I know other agents that sell 100 units a year at 60K that can run circles around the other jerks! The high end agents turn their nos up at them and really flaunt their real estate status! Status does not impress me. Longevity does! Results matter. I know many persons in real estate that have all the bling, the big teams..they gross a lot, but they do not take it home. Not very smart.
Jim - just gotta say that your response to mine is spot on. I have been doing this for over 7 years. Yep, still a baby in many eyes. HOWEVER, when I started I listened to all the "advice" about how I should look, how I should dress, the car I should drive, etc. I had an epiphany.....it wasn't working for me because I was not true to myself. Just wasn't working. So, who am I now? I am what I am......I am comfortable, I know how to conduct business with everyone from a minister, a CEO, a single mom to a punk rocker. THAT is what is most important to me. No one can please everyone and no one can be everything to everybody. While MANY others in the business approach this as a "business transaction" I don't. I am helping people move on with their lives, start their lives, invest their money, etc. I do take a personal interest in each and everyone and I see something in each of those that I do business with that I can relate to. As cliche as it is - this is a people business. I know that I am not changing my perspective because this is what has worked for me........dammit - how did that mountain get here again? As you can see, I am VERY passionate about what I do and I absolutely LOVE IT!
Renae Bolton ~ Marketing 4 Realtors Thanks! Smart son! Back in the late 80's when the market really was soft I took a lot of finance classes with my wife. We met these really high pressured mortgage sales teams in Virginia that had come out of Texas. They were dapper, $300 shoes, very expensive suits, and BMWs. Back then it was as high a roller as I have ever seen. As I got to know them, it was all dressing. They all were just high powered sales men...none of them owned a home, they all just rented, and leased the cars. It was all borrowed, rented and charged on the card. A mirage!
Mesa, Arizona Real Estate ~ Teri Ellis, Realtor & Associate Broker Glad to hear attorney's high five. The funny thing is that sometimes I am impressed wiht the bling! The longer I am in business, I've seen big teams, with the painted fancy cars...go out of business. The picture of success, yet no longer in real estate. Actually it is a very common scenario!
Jim, I think it is the large 6 or 7 name brand Realtor companies that do this income high fiving more than the independents. It's just the way it has been for many years.
Leesa L. Finley, REALTOR® Thanks! We work the same! I used to sell real estate dressed in a suit all the time. An older southern new homes sales lady shared with me to take a more casual approach selling real estate in the south. Southerners do not like to be patronized, they like to receive information, and make their own choices. It was some of the best advice I ever received. I started dressing more casual, and became more comfortable being myself.
You know, this goes to other areas as well. When my husband was first ordained by our church as a deacon, he tried wearing the really nice, conservative suits, etc. like so many of the other deacons did. He was extremely uncomfortable and soon went back to his "regular" clothes. Well, he got a lot of flack from the other deacons but, when a church member had a flat tire, he was the one who helped change it. When someone got stuck in the snow, he was the one who helped shovel them out. No one else wanted to get their nice suits messed up.
I guess I'm saying this just to say be true to yourself. There's a reason you are the way you are!
There's a reason you are the way you are! That just said it all Renae! Sorry, Jim , had to respond to that - very rare that so few words can express such a pround thought!
I think the key is to be authentic. If you are authentic, you will attract the types of clients who are in sync with your personality. I am not into the bling, but hey, to each his own. To me, the fact that we have all of these different personalities is one of the things that makes life fun.
Jim, I have driven a Cad, Mercedes, or Lincoln for the last 20 years because I like them. They are comfortable...If We have to go somewhere, people are always saying lets take your car, it has more room. I don't see the need for the Hummers or Bling...But I do like the room and the safety I feel in a full size car...
I openly admit I drive an older car. A simple 4 door sentra. I have often received comments from listings that they believe I am more honest because I drive a regular person car. For the past several years I have not taken Buyers in my car. I have found that Buyers like to drive. I have a system of talking them through and they state that feel more in control of the housing process. This also give me time to focus on what the Buyer is telling me about the homes we have seen or are about to see. The relocating Buyers also get to know the area better. It certainly keeps my gas bill down and I am not treated as a free taxi and tour. I am less distracted and it has made for a calmer experience all the way around.
Mike Norvell Sr., Developers Capital Realty I also like a full sized car, but we've driven a Mercury Grand Marquis, an Expedition, and a Tahoe. We now drive a Malibu. I have a bad back so the SUV's work for me.
Great Post....and I share the same thoughts. I don't like super ego or let's be more politically correct - I am not fond of "professional arrogance". And with gas heading to $4.00 a gallon, I should trade my Ford Explorer for a VW Beetle.
I'm going to put my dog rolling in sashimi on my card...think that'll get some clients? lol! I drive around an Altima...it's roomy, comfortable for me and clients...and hey...I don't feel like a name brand :)
...You just put it out there and look what happens! You keep it very real!
As far as what to drive...with the price of gas, geeze, maybe everyone can impress clients by having a Harley with a double sidecar. I know H-D would be happy to custom "pymp" the bikes with the right corporate colors!
Celeste "Sally" Cheeseman (RA) Century 21 Liberty Homes *Hawaii* Hey Sally! It is hard to drive into some real estate office parking lots with the cars parked there, you would think it was a convention of CEO's! What are they thinking? What message do they really send to others? Would you pay them a full commission? Do they really need more money? These are all questions others may ask.
ok i drive a toyota avalon. Minimum model and guess what my clients love it cause the back is like a land yacht. Its not what you drive, how you dress its whats in your heart and keeping it real. Be approachable it works best!! I recently got accused of my picture not being professional. that i needed to go get a new picture with a suit jacket on etc... blah blah and I said why I tan, I am smiling and I am happy AND Approchable. Its me
I've never understood the reason for the bling. Most folks know the bling has put the owner in hock up to their eyeballs. I just bought a new van, and quite a few of the other agents asked why not a Caddy or Lincoln. My answer...My last van lasted 12 yrs without a problem, and I'm hoping for the same success with this one, not to mention the practicality of it. No one is crammed in and the ease of getting in and out is a great feature, not to mention the comfort.
Bob Cumiskey Vans are a smart buy! That is all I used to show real estate in until making the switch to SUV's. I thought it was a practical showing vehicle, I had the VCRs, TV, and games for kids.
If you are going to drive it--you have to be able to pay for it! Personally I can't wait to get rid of my SUV and go back to a car--because of the gas prices.
The first thing that I am going to buy when I retire is a two seater convertible--I will be the person with the top down when it's only 60 degrees--Can't wait.
I'm replacing my 8 year old Forrester with the 09 model. It's not flashy but it's easy to drive, fairly good on gas, and I can shove a bunch of staging stuff in the back. I'll probably drive it for another 8 years.
Betsy Byersmith Realtor, GRI, CRS Toledo, Ohio LOL! I like my SUV, but at $3.10 a gallon it costs over $55 to top it off. Freinds of mine with the Excusion it is over $100 to fill it up!
I couldn't agree more BUT the public does judge us by our appearance and what we drive (unfortunately). It is their first impression of us....hmmm she drives piece of junk so what does that say about her real estate career?? At the same time, realtors drive around cars they cannot afford to make a good first impression but the public has the perception we make too much. Damned if we do, damned if we don't.
Atlanta real estate broker associate, real estate columnist for www.RealtyTimes.com, real estate speaker. Real estate marketing, Internet marketing for real estate, real estate coaching
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Celeste "Sally" Cheeseman (RA) Century 21 Liberty Homes *Hawaii*
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