Is it brains, brawn or beauty?

Real Estate Broker/Owner with Tutas Towne Realty, Inc and Garden Views Realty, LLC BK607690

BAM! Got me a short sale!! 407-873-2747

Hi folks. How about a little self analysis today? Come'll be fun. I'll even go first.

What sets you apart from other REALTORS(R) in your area? Why would the consumer choose to work with you instead of your competition? Once you have their business, what do you do to keep it? I've been asking myself these questions this week. Why? Well I'm curious as to why I am so successful in what I do. I don't have an office. I work by myself. I'm not that smart. I don't have some extraordinary marketing plan that miraculously gets my listings sold. In fact I do very little marketing at all. Almost all of my marketing is geared towards getting business, not selling houses. So what it is? What's the x factor? So let's see what I can come up with as I explore these questions.

First. What sets you apart from other Realtors in your area?

  • Longevity. I have been in my farm area for 15 years. My longevity has proven to potential customers that I'm not going anywhere. Just the fact that I have been doing this for 15 years shows them I am not a fly by night Broker. I have staying power.
  • Persistency. My farm area sees my face everywhere. I have consistently advertised in the same places for 15 years. My farm area sees my ads every month and have for a long time.
  • Name recognition. I get great word of mouth and referral business. My reputation is very good. I have lots of signs in the ground. My farm area is constantly getting post cards and letters from me.

Secondly. Why would the consumer choose to work with you instead of your competition?

  • Honesty. I think this is one of the biggest things. Folks know I will tell them what they need to hear. I never underestimate my Sellers. I lay it on the table. I give them the facts about what their house will sell for. Sellers are not stupid. They know what their house is worth. They just need someone that's willing to reiterate it.
  • Confidence. I have a lot of confidence in what I do. When I am talking to potential customers I talk with authority. They trust what I am telling them about pricing and market conditions. Folks can tell when you are faking it and they know I'm not.
  • Market knowledge. I know my market inside out. I know what's on the market. I know what has sold recently. I know the color of the carpet in the house for sale down the street. I spend about 1 to 2 hours a day, everyday, studying the MLS listings in my area. This is a practice I started 12 years ago and I have done it ever since.
  • Likeability. Another very important one. The fact is people work with who they like. I truly like people and enjoy talking with them. I want them to feel at ease. If you can accomplish this your business will soar. But again people can tell if you are faking it. It must be genuine.

And lastly. Once you have their business, what do you do to keep it?

  • Communication. This one is actually the easiest but seems to be the one that a lot of Realtors neglect. Constant communication. You must communicate with your customers constantly, as in everyday, if necessary. My goal, always, is that when my sign goes up, it does not come down, unless I am on my way to closing. I don't care if it takes 2 years, I am keeping the listing. The bottom line is, if you sell their house you are golden, if you don't sell their house you are mud. Nothing else matters. You must have a successful closing no mater what it takes. Everything else you do, depends on this. Successful closings mean repeat business, great word of mouth, referrals, credibility and builds your reputation as the guy that gets the job done. If you are not 100% confident, that you can sell the listing, then don't take it. Ever. As in never, no way, see you later. Its easy. Just say, "I would rather turn you down now than let you down later." NEXT!

OK, there it is, my self analysis. If you have never done this it is a very good exercise. You need to know these things. Your answers may be completely different than mine but that's OK. The point is you need to ask yourselves the questions and know the answers. It helps you to focus on what it is you do. If you are lacking in any area then you will know what to work on.

Of course in retrospect, maybe I'm successful because I'm sooooooo good looking. Yea, that's it!

Are you a Florida REALTOR(R) looking for a change? Check it out.


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***I am NOT an Attorney nor do I play one on TV. Click the button below for my Bio.

The BIO for Bryant Tutas


 Tutas Towne Realty, Inc handles Florida real estate sales, Florida short sales, Florida strategic short sales, Florida pre-foreclosure sales, Florida foreclosures in Kissimmee Florida Short Sales, Davenport Florida Short Sales, Haines City Florida Short Sales, Poinciana Florida Short Sales, Solivita Florida Short Sales,  Orlando Florida Short Sales, Celebration Florida Short Sales, Windermere Florida Short Sales. Serving all of Polk, Osceola and Orange Counties Florida. Florida Short Sale Broker. Short Sale Florida.

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Missy Caulk
Missy Caulk TEAM - Ann Arbor, MI
Savvy Realtor - Ann Arbor Real Estate

Broker Bryant, I agree with Lola's comment and can add no more. It is all about the communication and THAT has nothing to do with technology.

What do you say when you call your sellers everyday?

Can you post on that?


Apr 10, 2009 12:27 AM #55
Debbie Summers
Charles Rutenberg Realty - New Smyrna Beach, FL

Broker Bryant - I agree 100% about communication...  The seller is thinking about their house selling 100% of the time and they need to know that we are too. 

I'm also interested in what you tell your sellers when you talk with them!

Apr 10, 2009 12:40 AM #56
Frank & Jodi Orlando
Frank & Jodi Orlando Get Us A Home Realty Atlanta Homes Sale - Cumming, GA

Truth (even when it hurts), patience, persistence, knowledge, personality, without communication you would already have a different career. This is an excellent post!!!

Apr 10, 2009 01:39 AM #57
Kathy Baker, GRI Tennessee Realtor
Realty 1 - Jamestown, TN

Hi Bryant,

The points made are ones I have heard from all real estate mentors. THEY ARE SOLID AND THEY WORK!!

In real estate, as in any business, consistency is the key to success. It gives clients "something to hang their hat on". They know you will communicate daily, they know they will see you monthly in your advertising, they know they will receive a postcard, they know you will sell their home...

Congratulations on 15 years of staying power, you have great market share!!

By the way, I'm with Missy, what do you talk to your clients about daily??

Kathy B

Apr 10, 2009 03:14 AM #58
Bettina Settles
Greenwood, IN
Your Indiana Connection

You now made me think Bryant. Looking through all of the comments,Lola has hit home with me....I have nothing other to add then.....GREAT POST.


Apr 10, 2009 04:12 AM #59
Virginia Hepp - Mesquite NV REALTOR
Desert Gold Realty - Mesquite NV Homes For Sale - Mesquite, NV
Mesquite NV Homes and Neighborhoods - Search MLS

Communication is so very important in a relationship with a client.  They should never have unanswered questions in their mind and your attention to them lets them know that you care about them.

Or it might be just that you are so good looking.  :)

Apr 10, 2009 05:25 AM #60
Cindy Jones
Integrity Real Estate Group - Woodbridge, VA
Pentagon, Fort Belvoir & Quantico Real Estate News

The fact that your wife carries a whip and knows how to use it could be a big plus in your favor too!

Apr 10, 2009 05:55 AM #61
Sandra Mathewson
RE/MAX 4000 - Grand Junction, CO

Education, Designations, Technology, and the desire to be the BEST! 

Apr 10, 2009 06:20 AM #62
Carlos Silva
Las Vegas, NV

Thanks for sharing the things that contributed to your success!

Apr 10, 2009 08:01 AM #63
"The Lovely Wife" (Broker Bryantnulls Wife) The One And Only TLW.
President-Tutas Towne Realty, Inc. - Kissimmee, FL


I was thinking about this today. I have decided that you're successful because I'm soooooooooo good looking :)

P.S. Blog Fodder is a great idea. Can't wait to see them start popping up. Maybe we should have a contest?


Apr 10, 2009 08:16 AM #64
Roger Johnson
Hickory Real Estate Group - Hickory, NC
Realtor - Hickory NC Real Estate
Great post! I'm adding this to my bookmarks for a topic for our next training day. It's important for agents to know their strengths and differences AND be able to convey those to a potential client.
Apr 10, 2009 09:56 AM #65
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI



Here's my assignment....thanks!

Homework Assignment from Broker Bryant

Apr 10, 2009 11:27 AM #66
Dave Hymes
RE/MAX Gold - Placerville, CA

Good stuff...I agree with all of it, particularly communication. I would add promptness, quick response to phone calls and emails.

Apr 10, 2009 01:26 PM #67
Debe Maxwell, CRS | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

Hi BB!  Lola, Missy & communication--right on target!  I do feel that so many agents try a little something for a little while, get little or no results, then move on to the next little nothing...then they peter out!  You HAVE to know your business, sell yourself by way of your farm, DO your job and get the results that your clients expect and the rest just falls into place--referral, repeat, referral...

EXCELLENT post and I'll see what I can do about that homework assignment!!

Congrats on that little gold star too--well deserved Professor!

Debe in Charlotte

Apr 10, 2009 04:00 PM #68
Jeff R. Geoghan
Coldwell Banker Residential Brokerage - Lancaster, PA
REALTOR, Marketing Manager

Good homework, Bryant.  I copied your questions to my notepad to think about.

Apr 10, 2009 04:39 PM #69
Caleb Mardini
Bellevue, WA
Wow, another impressive post BB. Thank you for this excellent lesson.
Apr 10, 2009 07:08 PM #70
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg IL Real Estate

Congrats on your feature in the newsletter BTW. I think your a common sense likeable guy which obviously comes across to buyers and sellers.  Farming and keeping your face out in front of those you need too are important in order to be the 'go to' guy when they are ready for either selling or buying.  Good suggestions and questions for all.  I'm gonna ponder them over a Jack or 2 later.

Apr 11, 2009 04:50 AM #71
Fran Gatti
RE/MAX Integrity - Medford, OR
Managing Principal Broker - RE/MAX Integrity


Yep, I do everything you do. Honesty, confidence and MARKET KNOWLEDGE.  I don't think any other agent in my market has as good of a grasp.  Writing a monthly market report helps keep what is going on in my market fresh in the forefront of my brain.  I can talk intelligently about what is going on and spot trends and suggest to my sellers to adjust accordingly.  It is a HUGE advantage to KNOW YOUR MARKET.

Apr 13, 2009 05:28 PM #72
Carin Arrigo-Zimmer
TopBroker Network Real Estate - Orange, CA
TopBroker Network Real Estate

Broker Bryant, with you it's all 3! The most beautiful thing about you in you are the "real thing"! People see and appreciate that! I'm now working on my homework. Thinking of incorporating it into a website page, as a matter of fact. =) Thank you for your simple, yet wise words.

Apr 15, 2009 10:13 AM #73
"The Lovely Wife" (Broker Bryantnulls Wife) The One And Only TLW.
President-Tutas Towne Realty, Inc. - Kissimmee, FL

I've got it...

It's BB with the BBB. Is that anything like PB? Wink :)


Apr 24, 2009 11:59 AM #74
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