The Minds of Real Estate Consumers are pretty much focused on one thing - either they are trying to sell a piece of property or they are hoping to purchase a piece of property. Real estate consumers do not set out to do anything but to achieve their goals.
Because they are focused on their goals, many times, do not move toward the real estate agents they contact. If the consumers know they need help, and by the way, most of them do need help, they contact a real estate agent, express their need, and then wait to be helped. If the waiting time is not what they anticipated, they will contact another real estate agent, express their need, and then wait to be helped again. There are some consumers who will repeat this cycle many times, thus causing real estate agents to work without loyalty from the consumers and eventually, they assume the consumers weren't serious from the very beginning. Sometimes, this could not be further from the truth.
The minds of real estate consumers have been so misunderstood over the years, that a familiar adage in the business has become popular. "Sellers are yellers and buyers are liars" is a cute phrase, but unfortunately, it expresses the frustration of real estate agents who genuinely want to help consumers. Since most real estate agents have experienced this truth, how, then, are they to overcome this problem? The answer is pretty simple. Instead of putting consumers inside their own box, why not try jumping into the box and becoming the consumer? Until we can walk in their shoes, the consumer is separate and apart from the real estate agent, and the real estate agent takes on the role of one of many professionals who tries to solve the consumer's problems before anyone else does. How about becoming a team? How about, since you are a professional, explaining all the processes to follow; why not try educating the consumer about the process of buying or the process of selling. We become so focused on getting the listing or finding the right property that we forget the consumers have talked to lots of real estate agents, not just us, and we need to do something to gain their trust.
The minds of real estate consumers can be less confusing, less stressful, less fearful of the unknown if you, the real estate agent, would take the time to (1) get to know the consumer on a personal level; (2) take the consumer's goals as your own; (3) explain to the consumer what you will and what you will not be doing throughout the process; and (4) ask the consumer for a commitment of loyalty. Having a real estate license gives you the right to do these things, and so many real estate agents end up acting as tour guides of the area for buyers, and entertainers for sellers. There's only one way to know you'll do it right, and that is through training, and good training has to start at the beginning. TEAM Hughes Real Estate School is the beginning if you want to get a jump on a good, not a mediocre, real estate career. Give us a call or an email and let us register you for our September class!
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