Your Client Expects You to be The Expert, so be The Expert

By
Real Estate Broker/Owner with Eagle Ridge Realty CalBRE# 01309169
http://actvra.in/4SZ6

Lesson Learned:

Back when I started my own brokerage in 2001, I had less than a year selling real estate.  I had spent the previous 15 years in lending, working for a very large bank, to a mortgage bank to a boutique mortgage brokerage.

I decided to try and focus and specialize on the neighborhood I had just bought a house in.  It was about 35 miles from where I lived (a town I was very familiar with) and I thought I knew a lot.

Eagle Ridge is a golf community, located in Silicon Valley in the relatively small town of Gilroy, CA.  When I moved here, there were about 200 homes built, with about another 450 more that were scheduled to be built.

I built my website, and I was amazed at the number of calls I was getting.  The web was rather new, and I was competing with the two developers here who were still selling their inventory.  Some people, amazingly had started moving out for various reason, but it was mostly job relocation as these are executive homes and those in high tech tend to get bounced around quite a bit.

I was invited to hear a local agent speak about getting leads.  While he is not a Guru by any means, I had known him to be quite successful in sales in another Silicon Valley golf community about 20 minutes away in San Jose, so I thought I'd give it a chance.

One of my main takeaways from his little spiel (he was one of about 4 speakers that day) was the key that unlocked the door for me.  His one sentence was so profound, I share it with all my agent:

"You client expects you to be The Expert...  So, be the expert!"

Ding!  The light went on.  I have worked hard to achieve that mantra.  It has proven to be useful time and time again.  I like to hold open houses, harvest buyers, and we have a large out of town population that are settling here.  I know all about the community, the city, schools, shopping, shortcuts to San Jose, the ocean, Yosemite, and have studied up on the HOA documents.

That being said, it is amazing how the confidence is reflected in my responses to the myraid of questions, and appearing to be the expert, I can quickly instill confidence.  I have gotten many buyer clients from my open houses.  During the downturn, I offered my services to out of town brokers who had REOs of short sale and they were out of town agents.  Told 'em I'd cruise by and keep the flier box full as well.  It gave them a weekend off, and they really knew nothing of the area and were relieved.   Strangely, to this day, I see agents misrepresent what the monthly HOA fee is-- about two months ago half the listings had it wrong...

Knowledge is power.  Even in the tough downturn of 2008-2012, I was able to keep the lights on.  Built a client base, which I hope I will cash in on in the future, and even collect the mail when my past clients go on vacation.  As I tell them:  I'll do anything except help you move...!

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Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Andrey Sokure 06/30/2016 02:22 PM
  2. Eagle Ridge Realty 07/13/2016 12:15 AM
  3. The Villages Realty 07/31/2016 01:10 AM
Topic:
Just for Fun
Location:
California Santa Clara County Gilroy Eagle Ridge
Groups:
The 19th Hole
Community Bloggers
Golf Community Real Estate
Tags:
eagle ridge
gilroy
realtor for eagle ridge

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Rainmaker
496,784
Claude Labbe
Real Living | At Home - Washington, DC
Realty for Your Busy Life

While it's not rocket science, this very core truth eludes many agents still.

Glad you picked up the wisdom early in your career.

Jul 02, 2016 02:34 PM #10
Rainmaker
1,008,591
Kat Palmiotti
Grand Lux Realty, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

Yes, knowing the material (area, homes, builders, etc) is the way to become the expert, and becoming the expert puts you first in people's minds, and being first in people's minds makes them call you when they want to sell or buy, and getting those calls means $$$$$.

So knowledge = $$$$.

Jul 02, 2016 07:57 PM #11
Rainmaker
657,420
Jennifer Mackay
Keller Williams Success Realty - Panama City, FL
Your Bay County Florida Realtor 850.774.6582

Good lesson for us all Gary - thanks for sharing your insights

Jul 02, 2016 09:05 PM #12
Rainmaker
2,154,484
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

As long as we keep the "real" in Real Estate...yes, by all means practice the expert

Jul 02, 2016 10:58 PM #13
Rainmaker
1,296,090
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
your real estate writer

I read so often about agents claiming to be "Your neighborhood expert" when in fact they know nothing more than what they've read in MLS listings. 

Choose your territory or your niche, and then learn everything you can about it. 

Jul 04, 2016 01:18 PM #14
Rainmaker
1,264,688
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg IL Area Real Estate

Great post & it's indeed true. Be the expert.

Jul 04, 2016 11:28 PM #15
Rainmaker
1,391,147
Gary L. Waters, Broker Owner, Waters Realty of Brevard, LLC
Waters Realty of Brevard, LLC - Rockledge, FL
... a small office, delivering big service!

If you are the neighborhood expert you will be the go to one with the reputation. Good advice here!

Jul 05, 2016 12:02 AM #16
Rainer
288,517
Jerry Lucas
ABC Legal Docs LLC - Colorado Springs, CO
Mobile Notary Colorado Springs, CO Notary Training

Being an expert is great, if you learn and know your subject matter.  On the Internet there are too many know-it-all pseudo-experts, with more ego and arrogance than knowledge.

Jul 05, 2016 02:14 PM #17
Ambassador
1,778,014
Fred Griffin
Fred Griffin Real Estate - Tallahassee, FL
Licensed Florida Real Estate Broker

What a perfect creed.  Every real estate agent should live by this mantra!

Jul 13, 2016 12:33 AM #18
Rainmaker
602,261
Nancy Frimann
Eagle Ridge Realty/Signature Homes & Estates - Gilroy, CA
California Real Estate Broker

Nice post loaded with some good information. Thanks for sharing.   

Dec 30, 2016 07:06 AM #19
Rainmaker
877,631
Gary Frimann
Eagle Ridge Realty / Signature Homes & Estates - Gilroy, CA
REALTOR and Broker

Interesting information that you posted.  Keep it up.  Good stuff to know.

Jan 10, 2017 09:57 AM #20
Rainmaker
540,187
Signature Homes & Estates
Signature Homes & Estates - Gilroy, CA
"Our Performance Will Move You!"

Nice post.  Loaded with some good, worthwhile information.  Thanks.

Mar 04, 2017 07:05 AM #21
Rainmaker
540,187
Signature Homes & Estates
Signature Homes & Estates - Gilroy, CA
"Our Performance Will Move You!"

We hope you sell this property soon.  Good luck with it.

May 01, 2017 06:34 AM #22
Rainmaker
602,261
Nancy Frimann
Eagle Ridge Realty/Signature Homes & Estates - Gilroy, CA
California Real Estate Broker

Nice localized post.  Hopefully this will bring some business your way.

May 07, 2017 07:44 AM #23
Rainmaker
540,187
Signature Homes & Estates
Signature Homes & Estates - Gilroy, CA
"Our Performance Will Move You!"

Just checking out some of your older posts.  We like what you have to share and find it to be useful.  Thanks.

Jun 05, 2017 04:57 AM #24
Rainmaker
540,187
Signature Homes & Estates
Signature Homes & Estates - Gilroy, CA
"Our Performance Will Move You!"

Going over some of your older posts looking for the housing statistics, which we enjoy viewing.  We've come a long way back from the meltdown.

Jun 06, 2017 06:34 AM #25
Rainmaker
505,907
Eagle Ridge Realty
Eagle Ridge Realty - Gilroy, CA
"Our Performance Will Move You!"

Looking back on some of your older posts.  Love the listings and the market updates.  The localized stories are great as well.

Jun 08, 2017 07:11 AM #26
Rainmaker
366,795
Pat Starnes, Brandon, MS
Front Gate Real Estate - Brandon, MS
Broker Associate, ABR, 601-278-4513

This post has a long reach as I'm just finding it. It's true, if you want to excel in what you do, you have to "own" the neighborhood or be the expert. 

Jun 11, 2017 08:40 AM #27
Rainmaker
505,907
Eagle Ridge Realty
Eagle Ridge Realty - Gilroy, CA
"Our Performance Will Move You!"

Hello Eagle Ridge Realty-- Just checking out some of your older stuff.  

Jul 15, 2017 09:16 PM #28
Rainer
294,845
The Villages Realty
The Villages Realty - San Jose, CA
"Our Performance Will Move You!"

Perusing through some of your older posts.  Just wanted to see what was happening in your market.

Sep 02, 2017 08:50 PM #29
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Rainmaker
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Eagle Ridge Real Estate Agents

Representing Buyers and Sellers in Eagle Ridge
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