We recently had a staff meeting in our office and were given the statistics from RE/MAX regarding the staggering number of real estate agents that have thrown in the towel. While I feel bad for these individuals who couldn't or just didn't want to continue in real estate, I look at the opportunity that this is presenting to those of us who, for whatever reason, will continue to move ahead with their career.
Opportunity is all around us. Working smarter and not harder is where all of us should be going. This is true in any profession at this time. Everything is changing and I think is changing for a very long time. Maybe forever. Nothing we did before can be looked at as what we should do today. Nothing. Clients are extremely knowledgeable today and know what they want in many cases. We need to listen to them when we are fortunate enough to have a prospective buyer. We need to once again, look like the professionals that we should be. Dress for success. Look the part of someone who knows what they are doing.
Granted, certain markets are tolerant of certain styles of dress. Jeans, boots and the like. But other markets require a well dressed agent presenting themself professionally at all times.
Learn to read the buyer. Find out who the decision maker is within the family. Try to determine their personality type as this will help you to really understand what they want from you.
Most importantly, answer you phone. Or, if not available, call them back within an hour or so whenever possible. Nothing worse than someone never answering their phone. I was given a referral from an Illinois Realtor last week. When I answered my phone and discussed the prospect with her, I asked how she found me. She replied, "I am a Re/Max agent and looked on line. But after 18 phone calls within your market, you were the first one to answer their phone." What a statement... Isn't the call important? It should be.
Let's all reexamine our performance. Look at ourselves from the eyes of a client. Remember, you may have done this job for years, but for that client who is looking to you for guidence and comfort, it may be the first time they are going through this process. Don't you feel good when your Doctor tells you everything in language that you can understand. Is there for you when you call. Think about it.
Larry Stanul
This is a windfall for those of us that are full time professionals. The downside of the roaring market is the appearance of easy money and the overwhellming amount of new agents it led to. With these agents gone it makes it much easier for the rest of us.
Comments(58)