I had an epiphany yesterday that I want to share with everyone. I went along to a doctor's appointment yesterday with my daughter. As many of you know Lise Courtney has cystic fibrosis. After a series of blood test, it turns out along with all the other issues that accompany cystic fibrosis, she is suffering from a form of arthritis which flares up sporadically.
Yesterday, we went to Georgetown University to meet with a rheumotolgist on staff there, Dr. Sean Whelton. He and his rheumotology research fellow spent over an hour with us. Both of them had done their homework on cystic fibrosis related arthritis, which is not a well researched area because of the limited number of sufferers. The research fellow had printed out the most recent research (dating back to 2000) and Dr. Whelton had clearly reviewed the materials and brought his own insights to the discussion. If you live near the DC metro area, and ever need a rheumatologist, we both recommend Dr. Sean Whelton!
My daughter was bowled over by the time these two doctors spent with us and by how much time they had spent in preparation for our appointment. She is used to non-CF doctors who walk into appointments with her who don't even take the time to read her chart and note that she has CF.
On the way back to her office, I listened to her rave about these two doctors and their level of preparation, competence and caring, Here is the epiphany: Imagine how we can make our clients feel when we show up like these two doctors - with information not only about our clients' homes and the market but about well thought out explanations as to how the market applies to them. How would our clients feel if we truly take the time to understand their situation and then show how we will help their situation specifically.
How many Realtors take the time to research not just the comps but also the larger community and can explain how those market trends and the strengths and weaknesses of their home and community in light of those market trends. How many Realtors take the time to understand the sellers' situation and craft a program designed to address their specific needs.
Many of us have wonderful marketing plans and great records but do we effectively communicate how much we care about the individuals seeking our advice and guidance. Do we communicate how much we understand the market circumstances that impact them and how we are going to mitigate the impact of those circumstances on them. Imagine how that would make our clients feel.